Channel Account Manager

Summary

As Channel Account Manager you will close large channel partnership opportunities and manage those strategic relationships. You will also initiate contact with prospects via email, phone call, LinkedIn, etc. This person will also qualify the leads before engaging sales and closure while coordinating a seamless handoff of qualified prospects. Engage stagnant or underperforming partners on new products and services, and initiate training and enablement conversations and identify new partner prospects in a designated vertical(s) by utilizing outbound calling, research tools, social media, etc., as well as other duties which may be assigned by management from time to time.

Primary Job Responsibilities

• Develop channel partnerships by identifying, recruiting, onboarding, and enabling MSP and MSSP relationships
• Respond to and qualify inbound partner inquiries: initiate contact with the prospect via email, phone call, LinkedIn, etc.
• Outbound prospecting (phone calls, emails, LinkedIn, etc.) to identify prospective channel partners
• Manage the full life cycle of partner relationships
• Enable channel partners to sell Netsurion’s Managed Threat Protection solutions
• Work with partners to build pipeline by identifying, qualifying, and closing new opportunities
• Arrange and conduct channel partner sales enablement and trainings for partner’s sales, marketing, and technical teams
• Act as the liaison between channel partners and Netsurion’s technical and service delivery teams
• Work channel marketing manager to drive partner activities and engagement
• Produce accurate sales forecasts and pricing proposals
• Goal oriented and achieves monthly, quarterly, and annual sales targets and partner quotas
• Maintain accurate documentation and account activity updates in Salesforce
• Attend channel events and tradeshows as requested

Competencies

• Customer focus
• Critical thinking and information assessment
• Quality of work and productivity
• Effective communication
• Cooperation and working well with others

Education and Experience

• Bachelor's degree preferred
• Minimum of 5+ years of general inside channel sales experience selling enterprise software/services; preferably in cyber security, software, or IT industry
• Minimum of 3+ years working with channel partners such as MSP/MSSPs
• 3+ years of major account management experience
• Demonstrated track record of carrying a quota and exceeding sales targets via channel
• Solid understanding of complete sales cycle management, from prospecting to closing
• Ability to work independently and as part of a dynamic team
• Excellent oral and written communication, reporting, and presentation skills
• Proficient in Office software such as PowerPoint, Word, Excel, etc
• Experience with CRM tools, Salesforce, Microsoft Dynamics, Sugar CRM, etc

Language Ability

Ability to read and comprehend simple instructions, short correspondence, and memos in English. Ability to write simple correspondence. Ability to effectively present information in one-on-one and small group situations to other employees of the organization. Ability to prioritize tasks according to Operations plan. Knowledge of Spanish is a plus but not mandatory.

Work Environment

This job operates in a professional atmosphere with responsibilities working from home and working from the office as required by management. There are times when you will be required to be alone in the office to perform essential duties.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee is regularly required to use hands, handle, or feel. The employee is required to stand; walk; sit; reach with hands and arms; stoop, kneel, crouch, or crawl and talk or hear. The vision requirements include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus.

Position Type/Expected Hours of Work

This is a full-time position. Days and hours of work are Monday through Friday, 8:30 a.m. to 5 p.m. This position regularly requires long hours and frequent weekend work.

Travel

This position requires 10-20% domestic travel expected.

Location

USA

Netsurion is an equal opportunity employer. Qualified applicants are considered for employment without regard to race, color, age, national origin, religion, marital status, sex, sexual orientation, gender identity, gender expression, genetics, disability, protected veteran status or any other basis prohibited by applicable law.