Channel Account Manager

Role Overview

• Responsible for the day-to-day recruitment and relationship management of channel partners to include value added resellers, systems integrators, and strategic software partners
• Act as a liaison between Prophet Security and assigned channel partners
• Build, maintain, and manage relationships with current and prospective channel partners
• Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts
• Experience delivering partner enablement initiatives. Including product training, competitive positioning, sales plays, and enablement content
• Equip channel partners with the tools and joint go-to-market support needed to drive pipeline and revenue growth
• Coordinate the involvement of Prophet Security personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations
• Sell through partner’s organization to end users in coordination with partner sales resources
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
• Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
• Ensure partner compliance with Channel Partner programs and agreements
• Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
• Identify partner GTM and/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement
• Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
• Maintain channel opportunity registrations and assist the Prophet Security sales team in closing channel generated leads
• Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group
• Ability to travel to and from customer meetings (locally and nationally)

Requirements

• 5+ years of security SaaS channel sales experience
• Proven success driving revenue growth via channel partners
• Good understanding of Partner Incentive programs and PRM tools
• Strong interpersonal skills and ability to excel in a team oriented atmosphere
• Strong written/verbal communications skills
• Very motivated and goal-oriented
• Must want a career-oriented environment that is both fun and professional
• Willingness to travel up to 50%

Benefits

• Great benefits
• Meaningful equity
• Fun, inspiring environment