Develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts
Coordinate all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements
Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for the company
Promote company offerings to become a key part of the partner's business and solutions; may be brought by partner to sell company brand to end-customers
Establish and maintain account plans to promote sales growth
Achieve assigned quota for company products, services and software
Transactional and relationship selling within, and influencing, a team of selling professionals; physically visit partner customers at their offices
Create, fill-in and manage company funnel for deals with partners and transform potential leads into joint sales activities
Provide the business rationale and risk assessment for making company investments in the partner
Recruit and develop business relationships with new partners

Minimum 10 years of channel account management experience in the software industry
Strong experience in Cybersecurity Industry
Experience developing strategic plans with the partner to grow the business
Partners effectively with others in the account to ensure coordinated efficient account management
Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales team members
Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent
Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences
Strong attention to detail, with strong analytical problem-solving ability
A natural inclination for building and fostering relationships with clients and project teams
A team player – you’re at your best in a closely collaborative environment
Strong business acumen with a demonstrated track record of driving results
Fluent in English and Chinese language; fluency in Japanese/Korean language is a bonus

Channel Account Manager

Key skills