Apiiro · 6 hours ago

Channel Account Manager

United States

Full-time

Remote

Mid, Senior Level

5+ years exp

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Responsibilities

Deliver and exceed sales goals for specific and targeted partner accounts

Know how to build a pipeline of new opportunities with targeted partners, from intro meeting set to discovery stages.

Provide weekly reporting (regular/as needed) of pipeline activity for meetings set, opportunities registered, and POC’s set. Understand how to forecast with a high degree of accuracy

Provide regular updates to management on status of existing partners, recruitment of new partners, et al.

Organize and run channel training (sales and technical) and enablement to educate, motivate, and accelerate partner growth

Analyze sales statistics to identify growth with resellers and consulting partners.

Implement and improve processes to optimize channel sales program effectiveness

Deliver sales presentations to key partners and clients in coordination with partner representatives

Work closely with our Direct sales team, SDRs, Marketing, Ops, and Product.

Be ambitious, curious, and show initiative to help evolve our growing channel business. We need problem solvers, relationship builders, opportunity seekers who have a positive attitude and are excited to build / run / own their business!

Qualification

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Channel SalesApplication SecurityCybersecurity Resellers ExperienceSales ManagementBusiness DevelopmentPartner ManagementForecastingSales PresentationsStartup Experience

Required

5-8 years of experience in channel sales, channel management, sales, sales management, business development or other partner or customer facing roles.

Domain knowledge of Application Security

Deep knowledge of channel and partnering models.

Experience with major cybersecurity resellers such as Guidepoint, Trace3, WWT, Optiv, Tevora, and other top cyber security resellers required.

Startup experience and 'roll up the sleeve' spirit to make our partners successful!

Highly developed interpersonal organizational skills required.

Execute upon the regional growth plan through accurate forecasting, visibility to top deals within the dedicated group, execution of the growth plan detail around new business and existing client growth, the conversion, penetration, and retention plans.

Strong understanding of business models in determining and delivering results with high impact to revenue and income goals.

When and where effective and appropriate will conduct face to face partner meetings/presentations.