Corporate Account Manager
CrowdStrike
Cyber SecurityUnity
Job Level
Mid-LevelSenior
Tech Stack
Cyber SecurityIoT
About the role
- Clearly articulate Lansweeper’s value proposition and co-create strategies to drive mutual growth with VARs; develop existing VAR relationships by understanding their ambitions, installed base, and growth potential; identify and implement upsell opportunities; enable VARs through structured partner programs, internal resources, and training to enhance their capabilities.
- Conduct account planning, including mapping each VAR to understand their structure and how Lansweeper fits; collaborate with VARs to draft business plans with clear pipeline expectations, mutual commitments, and KPIs; monitor and adjust business plans to ensure alignment with objectives and pipeline growth.
- Measure VAR readiness and willingness to contribute to pipeline creation; drive pipeline generation as a multiplier through co-marketing initiatives and collaborative efforts with field marketing teams; ensure consistent pipeline coverage and conversion tracking through tools like Discern.
- Build and maintain strong relationships with VAR stakeholders across various levels and roles; collaborate closely with sales executives and internal teams to ensure VAR alignment and avoid siloed efforts; act as a trusted advisor to VARs, supporting their efforts to close deals and smaller premium opportunities.
- Achieve KPIs, including new revenue generation, upsell opportunities, and retention of the existing installed base; monitor and improve win rates by VAR, targeting ratios of 2.5–3x or higher; drive incremental revenue per partner while ensuring VAR satisfaction and long-term engagement.
Requirements
- Strategic and Tactical Expertise: Ability to balance long-term planning with hands-on execution.
- Stakeholder Management: Skilled in engaging with diverse decision-makers and fostering strong relationships.
- Collaborative Mindset: Adept at working cross-functionally with internal teams such as sales, marketing, and product.
- Entrepreneurial Spirit: Self-starter with a proactive and innovative approach to uncovering opportunities.
- Strong Communication: Ability to have impactful conversations with multiple stakeholders across different levels.
- Business Acumen: Deep understanding of VAR business models and market dynamics.
- Networking Skills: Capable of developing and leveraging professional networks to drive success.
