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Channel Account Manager

3 months ago

Los Angeles, California, United States ZeroFOX Full time

OPPORTUNITY OVERVIEW

ZeroFox seeks a Channel Manager (CAM) to support the continued and rapid growth of the Channel Program in North America. This CAM will be responsible for managing existing and building new West Coast Territory partner relationships in the United States & Canada, and working with the ZeroFox sales team to generate top-of-funnel pipelines. ZeroFox CAMs are expected to provide on-going training and enablement to channel partners and work with ZeroFox marketing to plan & execute partner marketing activities.

This role will report to the Director of Channels, Americas; however, you will be expected to be a close business partner to the Americas sales and account management leadership team.

Role and responsibilities

  • Identify, Onboard & Enable ZeroFox Channel Partners. Activities include, without limitation: Sales Training, On-site customer meetings, SE Training, Business Plan Reviews, Sales rep alignment, Deal sponsorship
  • Produce & maintain territory plans
  • Produce monthly pipeline reports and actively manage channel pipeline
  • Develop, track, report and manage partner and sales execution toward KPIs; communicate same to sales and channel leadership
  • Manage and report on partner sales training ,enablement certification programs
  • Prioritize and coordinate deal registration among partners and the ZeroFox sales team
  • Manage Market Development Funds (MDF) to execute channel marketing activities
  • Develop and launch channel incentives & SPIF programs
  • Managing the pipeline within the region, including accurately forecasting sales, prioritizing opportunities, and advancing deals through the sales process in partnership with internal and partner sales teams
  • Drive ongoing partner marketing/ communication and manage key partner marketing programs
  • Define and deploy business plans to deepen ZeroFox's traction with existing channel partners, reviewing and re-assessing quarterly
  • Work with partner managers and partners to develop and execute strategic business plans focused on driving new accounts, new opportunities, sales and technical competency, and incremental bookings growth
  • Develop and execute a strategy for recruiting new channel partners
  • Manage and develop key strategic partner relationships
  • Work on strategic business initiatives as established by channel leadership and provide executive-level reporting and insight into activities and progress
  • Maintain up-to-date knowledge of ZeroFox's competitive positioning in the marketplace
  • Meet or exceed channel pipeline and bookings targets

Required qualifications and skills

  • Channel Account Management experience in North American markets with a proven track record of success, typically obtained in 5+ years. Candidates with cybersecurity / digital risk experience will be given priority consideration.
  • Excellent written and verbal communication skills to to clearly and effectively articulate ZeroFox's value to partners, as well as drive consensus across groups both internally and within partner organizations
  • Commitment to professionalism and integrity in executing a structured selling system that delivers a frictionless partnership experience
  • Experience working with Regional North American partners, including VAR, Distribution, and service providers
  • Ability to work in a fast-moving environment, effectively prioritize big-picture thinking, and use good judgment in resolving difficult issues
  • Ability to travel in the U.S. and Canada up to 75%, or more as needed. Travel could be global but will be based predominantly throughout the regions needed

Desired qualifications and skills

  • Existing relationships with key partners in North American markets
  • A university degree is preferred but optional
  • Experience working within established Sales Frameworks such as Sandler or Force Management

Benefits

  • Competitive compensation
  • Community-driven culture with employee events
  • Generous time off
  • Comprehensive health benefits & 401(k) plan
  • Respectful and nourishing work environment, where every opinion is heard and everyone is encouraged to be an active part of the organizational culture

Interested?

  • Ready to apply? Visit us at to find out more and join the best team in the security industry.
  • Not ready to apply? Email careers_at_zerofox_dot_com to speak with a member of the team

Other Information

  • This position may entail up to 50-75% travel
  • This role requires occasional work on nights and weekends as needed