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Channel Account Manager

3 months, 2 weeks ago
United States
Full-time
Senior
Partnerships Manager
Sales and Business Development
CRM Cybersecurity Network Security Salesforce
Apply Now
Appgate

Appgate

Appgate is the secure access company empowering secure connections with Zero Trust principles for people, devices, and systems.

Professional Services
251-1K
Founded 2020
View All Jobs 12

Description

  • Drive partner-sourced revenue and meet or exceed assigned channel sales quota through partner-led deals and new logo acquisition.
  • Manage end-to-end channel sales execution with strategic partners to close new business opportunities.
  • Build, maintain, and expand trusted relationships with resellers, GSIs, and technical alliance partners.
  • Develop and execute joint business plans, go-to-market strategies, and quarterly business reviews with partners.
  • Identify, develop, and grow pipeline through partner-led lead generation, campaigns, events, and deal registration.
  • Lead partner enablement efforts, including training, certifications, sales coaching, and provision of sales tools and collateral.
  • Collaborate on joint sales opportunities by coordinating customer meetings, technical resources, and internal support teams.
  • Recruit, assess, and onboard new channel partners to expand regional ecosystem coverage.
  • Track partner performance, revenue, pipeline, and KPIs, and maintain account plans and metrics dashboards.
  • Work cross-functionally with sales, marketing, sales engineering, and channel operations to align efforts and reduce channel conflict.

Requirements

  • Bachelor’s degree is required, preferably in Business, Marketing, or a related field.
  • MBA or equivalent advanced degree is a plus.
  • 5+ years of experience in channel sales, channel account management, or business development in the cybersecurity industry.
  • Experience managing reseller partnerships within North America is required; experience with GuidePoint, Optiv, Lumen, and/or Consortium is a plus.
  • Strong understanding of the channel ecosystem, including value-added resellers, global/national integrators, distributors, and technology alliance partners.
  • Familiarity with cybersecurity trends such as zero trust, cloud security, and network security.
  • Proven track record of meeting or exceeding sales targets through partners.
  • Excellent communication and presentation skills with the ability to influence stakeholders at all levels.
  • Strong strategic planning and analytical skills with comfort using sales metrics, pipeline data, and ROI analysis.
  • Proficiency in CRM, account mapping, and partner relationship management tools; Salesforce.com experience is preferred.
  • Comfortable using Excel and PowerPoint to analyze data and communicate plans.
  • Approximately 50% travel is required, with travel increasing during busy periods.

Benefits

  • Company credit card for travel expenses is provided.
  • Supportive travel policy is provided.
  • Opportunity to work across the U.S. and Canada in a high-visibility channel sales role.
  • Equal Opportunity/Affirmative Action employment consideration for all qualified applicants.

Interested in this position?

Apply directly on the company website

Apply Now

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