Channel Account Manager

Job description

Shape the Future of Cybersecurity at the employer Every day cyberattacks threaten to disrupt hospitals, power grids, financial systems, and the infrastructure we all depend on. At the employer, we build defenses that keep civilization running smoothly in an increasingly connected world. For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted the employer as their foundation to manage cyber risk, ensure compliance, and mitigate threats. From power grids and healthcare systems to financial networks and transportation hubs, the employer protects the critical infrastructure of our modern world. What You Will Do As a Channel Account Manager, you will be responsible for managing and developing channel partners within your assigned territory to drive pipeline growth and revenue generation. You will work closely with Focus Partners to build strong, strategic relationships that enhance partner engagement and maximise sales opportunities. This role requires a combination of business development, relationship management, and sales execution. You will act as a trusted advisor to your partners, enabling them with the necessary tools, knowledge, and support to successfully position and sell the employer solutions. Success in this role will be measured by your ability to increase the percentage of pipeline and revenue generated from the channel, drive deal registration numbers, and ensure a structured and programmatic approach to partner enablement. This role requires frequent travel within your region, high energy, excellent presentation and communication skills, and the ability to build strong, trusted relationships with partners and internal teams. Channel Sales & Business Growth • Manage and grow relationships with assigned channel partners, ensuring the employer is their preferred cybersecurity vendor. • Drive pipeline growth and revenue generation through partner-led sales opportunities. • Achieve and exceed quarterly and annual revenue and MBO targets by developing joint go-to-market plans with partners. • Work closely with the regional sales teams to ensure effective collaboration between partners and the employer direct sales. • Drive deal registration and ensure partners follow a structured sales process. Partner Recruitment, Enablement & Development • Identify and recruit high-potential partners that align with the employer’s channel strategy. • Ensure partners are trained, certified, and capable of selling and supporting the employer solutions. • Develop tailored enablement plans for Focus Partners to drive growth. • Deliver regular business reviews and joint account planning sessions with key partners. Strategic Partner Engagement • Prioritise Focus Partners, ensuring the majority of revenue is driven through engaged and committed channel partners. • Facilitate executive engagement between key partners and the employer leadership. • Develop relationships at all levels within partner organisations, including executive, sales, technical, and marketing teams. Marketing & Demand Generation • Work closely with partners to drive demand generation campaigns and joint marketing initiatives. • Ensure partners leverage the employer’s marketing resources to build awareness and generate pipeline. • Support regional marketing events and partner-led demand generation activities. Managed Service Provider (MSP) & Distribution Support • Collaborate with distributors to optimise the channel ecosystem, ensuring partners receive the support and enablement needed to succeed. • Support and drive Managed Service Provider (MSP) engagement in markets where MSP models are a growth opportunity. Performance Metrics & Accountability • Track and report on key metrics including: • % of pipeline generated through the channel • % of total revenue driven through the channel • Number of deal registrations and active partner opportunities • Partner engagement and certification levels • Ensure partners are accountable for business growth and perfo

Requirements

• Bachelor degree in Accounting and taxation
• Leadership
• Decision Making
• Problem Solving

Skills