Associate Director, Corporate Partnerships
Equality Now
Channel Account Manager
Trellix
full-time
Posted on:
Location Type: Remote
Location: Remote • Washington • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Responsible for driving net new sales and incremental bookings of existing and new accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators MSPs, distributors and OEM providers
- Create a prospecting strategy to identify potential sales opportunities with channel partners
- Develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas
- Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements
- Analyze the partner and customer environment
- Scope customer requirements, and collaborate with technical resources to close channel sales opportunities
- Work closely with partners and customers to drive POCs and POVs
- Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities
- Develop relationships internally with key stakeholders
- Engage and present at multiple levels within a partner account including customer stakeholders
Requirements
- 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML)
- Experience generating partner enabled sales opportunities
- Strong prospecting skills
- Strong track record of achieving quarterly channel sales quotas
- Strong sales background with the ability to manage the sales process (MEDDPICC)
- Deep knowledge of the customer’s requirements and security challenges
- Strong business acumen and ability to build channel partner and customer relationships
- Strong relationships with channel partners and system integrators
- Excellent presentation skills
- 3-5 years’ experience with Salesforce and Clari
Benefits
- Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel salesquota carryingsales process managementMEDDPICCprospecting strategysales pipeline developmentcontract negotiationcustomer requirement analysisPOCPOV
Soft skills
relationship buildingpresentation skillsbusiness acumencommunication skillscollaborationnegotiationanalytical skillscustomer engagementstakeholder managementcross-selling
