Channel Account Manager

1 month, 1 week ago
Full-time
Senior
Sales and Business Development
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

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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