[Hiring] Channel Account Manager @Job Board

Role Description

We are currently seeking a Channel Sales Manager to manage our Northeast US Region Channel Sales initiatives. In this position, you will play a key role in:

• Partner recruitment
• Partner enablement
• Partner introductions to your team
• Generating partner events
• Creating winning strategies with focus partners

The Channel Manager's responsibilities are to:

• Build and maintain mindshare by generating enthusiasm and passion for Corelight's solutions throughout the Partner Ecosystem.
• Collaborate with Corelight channel and sales leadership to identify, target and recruit the right national, regional, and MSSP partners.
• Create a go-to-market strategy and Partner Account Plans with strategic partners, that include sales, marketing, and certification goals.
• Develop a channel enablement plan with key target partners for both sales and technical teams.
• Work with regional sales teams to identify top prospects and connect them with the right partners to build a measurable channel-sourced pipeline.
• Align Corelight Field Leadership (Sales & SE Leadership, etc.) with key partner regional leaders.
• Proactively engage with current Reseller, Alliance Partners and MSSP Partners to increase market share and drive incremental revenue through up-selling, cross-selling and account penetration.
• Focus and execute on leading indicators like pipeline creation, deal registration and funnel conversion rates within their coverage area.
• Create, maintain, and execute Partner-focused go-to-market plans, in close coordination with regional sales resources.
• Meet with Partners, participate in joint sales calls, and assist the Partner in closing opportunities.
• Develop and implement a comprehensive channel strategy that aligns with company and regional goals.
• Educate partner executives, LOB owners, and sales/technical teams on Corelight products, programs, promotions, pricing and sales campaigns.
• Regularly report on partner achievements and assigned metrics.
• Increase brand awareness and demand within the partner community through targeted GTM initiatives & co-sell campaigns.
• Become an expert in sales messaging, motion and organizational alignment for your partner.
• Deeply understand the partner, their partnership programs, motivations, and how to drive commitment to an ever-expanding relationship.
• Develop, track, report and manage partner and sales execution toward KPIs; communicate same to sales and channel leadership.
• Manage and report on partner sales training and enablement certification programs.
• Prioritize and coordinate deal registration among partners and the Corelight sales team.
• Manage Market Development Funds (MDF) to execute channel marketing activities.
• Facilitate partner enablement sessions whether being 1:1 or team training.

Qualifications

• BA/BS technical degree or equivalent.
• 7+ years experience working in a Channel Account Manager Role.
• Prior experience working as a Channel Account Manager for a security or network infrastructure vendor.

Requirements

• Ability to apply a channel methodology that you have successfully implemented in the past to this role.
• Know who to work with and which partners can move the needle in the territory.
• Be a good presenter: ability to help partners clearly understand what pain points Corelight can alleviate for their customers.
• Strong follow through with channel partners to turn the trainings and demand gen sessions into pipeline.
• Good at conflict resolution between partners, reps, and customers when needed.
• Organizational skill is key to good channel management.
• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
• Experience with Distribution and more specifically with Carahsoft.

Benefits

• Compensation Range: $203,000 — $290,000 USD
• Equity and additional benefits will also be awarded.