Channel Account Manager

Accountabilities: Present and promote the channel partner program to relevant prospective and existing partners, communicating its value and opportunities for collaboration. Assess partner business models, go-to-market strategies, target markets, and commercial priorities to identify opportunities for strategic alignment. Develop and execute joint business plans with partners, establishing clear objectives and actionable strategies to drive revenue growth and achieve shared targets. Lead account mapping initiatives and implement go-to-market programs that connect partner capabilities with prospective end-user accounts. Deliver sales training and coordinate technical certification initiatives to strengthen partner knowledge, sales effectiveness, and solution expertise. Develop pre-sales engineering initiatives and support partners in identifying new business opportunities and expanding the solution portfolio within their existing customer base. Deliver compelling presentations, handle objections effectively, and communicate the value of complex enterprise security solutions to prospective customers and partners. Build and maintain relationships with C-level executives and key decision-makers across partner organizations and end-user accounts. Accompany channel partners on customer sales meetings when needed, contributing sales expertise and supporting the progression of opportunities toward closure. Build and manage a strong sales pipeline focused on new business creation, ensuring consistent partner engagement and opportunity development. Provide regular pipeline updates, report on lead generation activities, and monitor partner performance against agreed business objectives. Support reseller sales and marketing campaigns by coordinating relevant initiatives, enabling partner engagement, and contributing to demand generation. Requirements At least 5 years of experience in channel development, partner management, or channel sales within the high-tech software industry. A proven track record of building successful channel operations, developing strategic partnerships, and growing revenue through reseller and partner ecosystems. Strong understanding of complex, high-end enterprise software solutions, ideally within the cybersecurity or security software market. Experience working with mid-sized and national resellers, value-added resellers, and system integrators. Demonstrated ability to develop and execute partner business plans, strengthen go-to-market alignment, and deliver measurable commercial results. Strong sales and business development skills, including pipeline management, lead generation, objection handling, presentations, and opportunity progression. Excellent communication and relationship-building abilities, with confidence engaging senior executives, technical stakeholders, partners, and end customers. Experience enabling channel partners through sales training, technical education, account mapping, and joint marketing initiatives. A background in automation software is an advantage, particularly when combined with experience in enterprise security solutions. Ability to work independently, take initiative, prioritize opportunities, and collaborate effectively with geographically distributed teams. A proactive, energetic, and positive approach, with strong organizational skills and a results-oriented mindset. Willingness and ability to travel throughout the assigned region to support partner relationships, customer meetings, and business development activities. Benefits Partnership-driven impact: The opportunity to develop strategic relationships and contribute directly to regional revenue growth. Professional development: Gain deeper expertise in enterprise security solutions, channel strategy, and complex software sales. Cross-functional collaboration: Work closely with sales teams, resellers, system integrators, and enterprise customers to deliver shared business outcomes. Strategic ownership: Develop and execute partner business plans while identifying new opportunities for market expansion. Customer engagement: Build relationships with senior decision-makers and influence go-to-market strategies across the partner ecosystem. Regional exposure: Engage with partners and customers across the region, with travel opportunities as required by the role.