Build and implement a channel development and revenue plan for your SEA covered countries that is consistent with the overall revenue and growth targets for the territory
Ensure alignment of the channel strategy with the Sales teams; understand their coverage models and strategies; know their focus in areas of target accounts, verticals, geography, and market coverage
Assist in coordinating training on new products, solution sets, Forcepoint corporate direction, business processes, etc., leading to enhanced self-sufficiency, winning mindshare, and cycles from competitive vendors
Drive joint opportunity development activities with channel partners through account mapping, marketing activities, coordinating marketing budget, and Forcepoint channel marketing programs
Manage deal registration, forecast, and pipeline with channel partners, and coordinate partner engagement and sales activities with regional sales managers
Prepare and own a business plan for each focus partner and conduct quarterly reviews
Address and support administrative issues on an as-needed basis
Be keenly aware of the channel partner's strategy and be viewed and treated as a trusted and valued resource for them

Minimum 5+ years of experience in cybersecurity sales with a strong grasp of the industry landscape, partner ecosystems, and regional market trends.
Demonstrated success in leading and scaling partner sales teams and executing effective partner strategies.
Familiarity with sales methodologies such as MEDDPICC, or equivalents.
Strong cross-functional communication and collaboration skills, with experience engaging senior stakeholders.
Strong analytical and interpersonal skills, with the ability to use data and relationships to drive decision-making.
A self-starter with a collaborative mindset, excellent organizational skills, and a drive for success.
Willing and able to travel across the region as required (up to 50%).

Channel Account Manager

Key skills