Channel Account Manager US Central at illusive networks
United States of America

About The Position

As a member of the Illusive Networks channel sales team you will report to the VP of Channel Sales and will partner with marketing, finance, legal, operations, product management and customer success. In this key role, you will be responsible for diversifying the Illusive Networks’ channel routes-to-market to accelerate customer engagement and drive toward revenue targets globally. Initially an individual contributor, this Channel Account Manager will have the opportunity to build and manage a global team over the next 5 years.

This role requires strong communication and collaboration skills combined with a sense of urgency to drive revenue generation for the assigned territory. An outstanding CAM will build a business justification for each new route-to-market including definition of all resources required to over-achieve the sales goal. He/she will be metric oriented and comfortable presenting data and trending results on a quarterly basis. Creative thinking skills are required to resolve channel conflict while accelerating partner relationships

Requirements

  • BS/BA or equivalent
  • 10 plus years proven successful Sales experience exceeding targeted objectives with 5+ years in Channel Sales
  • Strongly prefer 5 years+ of selling within the cybersecurity industry
  • Executive level oral/ written communication and presentation skills
  • Up to 50% travel within region
  • Self-motivated, superb organizational skills, and exceptional collaboration skills

 

 

 

What will you do?

  • Establishes productive, professional relationships with key personnel in assigned partner accounts.
  • Coordinates the involvement of company personnel, including support, service, and management resources, in order to exceed partner performance objectives and partners’ expectations.
  • Collaborates with Illusive Networks Direct Sales to build a capacity plan targeting the right mix of partners to exceed regional goals.
  • Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship. This include key stakeholders both within the partner as well as within Illusive Networks.
  • Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
  • Collaborates with Illusive Networks Direct Sales to build a capacity plan targeting the right mix of partners to exceed regional goals.
  • Manages potential channel conflict by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel.
  • Ensures partner compliance with requirements defined in by the Illusive Networks Partner Accelerate Channel Program.
  • Deliver sales and technical training as needed to fully enable the partner, and to ensure compliance with Partner Program requirements.
  • Manages and optimizes regional channel marketing investments to maximize lead generation and associated pipeline to ensure ROI of at least 10x.
  • Proficient in Salesforce - assign leads to key partners, approve deal registration requests and track to close