Appgate
Channel Account Manager
California, United States · Contract
Sponsorship not specifiedDetected 156 days ago
CybersecurityNetwork SecurityCRMSalesAccount ManagementBusiness DevelopmentLead GenerationPipeline ManagementNegotiationExcelPerformance ManagementCustomer SuccessZero TrustLeadershipCommunicationCollaborationProblem SolvingMentoringAdaptabilityOrganizational SkillsMicrosoft Office
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16Unrated
Cap-exempt (no lottery)0
Sponsors this role0
Entry-level history0
PERM / green-card track0
Lottery odds40
Fits your clock70
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About the role
- Define mutual goals, sales targets, marketing campaigns, and measurable outcomes for each fiscal period.
- Work with regional direct sales teams and managers to coordinate channel and direct sales efforts and avoid conflict.
- Provide feedback to corporate management on market trends and competitor moves in the channel.
Responsibilities
- Drive Partner-Sourced Revenue:
- Achieve or exceed assigned channel sales quota by driving partner-sourced deals and incremental revenue across the region.
- This includes managing the end-to-end channel sales process with partners to close new business and new logos. ·
- Strategic Partner Management:
- Build, maintain, and expand strong relationships with strategic channel partners (national and regional Resellers, GSIs and Technical Alliance Partners).
- Establish productive, trust-based relationships with partner principals and sales teams to ensure alignment on objectives.
- Develop and execute joint business plans and go-to-market (GTM) strategies with key partners.
- Proactively lead quarterly business reviews with partners to track progress against plans and adjust tactics as needed. ·
- Identify and pursue new business opportunities through partners.
- Work with partners to build a robust sales pipeline - including lead generation activities, partner marketing events, and demand generation.
Requirements
- Bachelor's Degree is required (preferably in Business, Marketing, or a related field).
Nice to have
- 5+ years of experience in channel sales, channel account management, or business development in the cybersecurity industry.
- Experience must include managing reseller partnerships within North America (prior experience with GuidePoint, Optiv, Lumen and/or Consortium a plus). ·
- Industry Knowledge:
- Strong understanding of the channel ecosystem and business models - including how value-added resellers, global/national integrators, distributors, and technology alliance partners operate.
- Familiarity with the security technology landscape (zero trust, cloud security, network security trends) and the ability to articulate where our solutions fit relative to competitors is important. ·
- Proven Track Record:
- An MBA or equivalent advanced degree is a plus but not mandatory. ·
Skills
- Must be adept at building rapport and trust.
- Comfortable using productivity tools (Excel, PowerPoint) to analyze data and communicate plans.
Benefits
- Continuously gauge partner health and satisfaction, addressing needs to maintain high partner success rates. ·
Company info
- Travel is a significant part of the job: the Channel Account Manager should expect around 50% travel on average, which can peak above that during busy quarters.
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