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Channel Account Manager

1 month ago

Seattle WA United States Dispel Full time

As a Channel Account Manager at Dispel, you will drive Dispel’s future growth by building relationships with channel partners in your region. You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the partner organization. You have experience working with partners whose customer base includes mid-market and enterprise companies, as well as local/state government. You have an in-depth understanding of the long buyer journey and can lead a complex, multi-quarter sale in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. You are naturally analytical and enjoy digging into business models and helping partners deliver the Dispel value proposition. Finally, you enjoy building – you like to actively participate in the development of our channel growth strategy and partner enablement within a fast-paced startup.

If you’re motivated, smart, persistent, and a great teammate, we want to hear from you

You will
  • Build and maintain strong relationships with targeted VARs, Distributors, and MSSPs across the regional territory.
  • Implement a comprehensive partnership sales strategy to achieve revenue targets and expand market reach.
  • Develop and execute a strategy for recruiting new channel partners.
  • Manage the pipeline within the region: Sales Forecasting, Net New Lead Generation, Upsell Opportunities, Deal Registration.
  • Develop, track, report and manage partner and sales execution toward KPIs.
  • Manage and report on partner sales training for the Dispel Learning Management System.
  • Focus on strategic business initiatives as established by channel leadership.
  • Meet or exceed channel pipeline and bookings targets.
  • Provide ongoing support and training to partners to ensure they have the tools needed to succeed.
  • Align with the marketing team to develop initiatives that drive partner engagement and lead generation.
  • Align with sales to assist in closing deals with partnership support and advocacy.
  • Attend conferences: booth manning, lead qualification, immediate follow-up, and initial meeting scheduling (by phone, email, and letter).
Minimum Requirements
  • 3-5 years of cybersecurity, OT/ICS, or other related sales experience focusing on building channel relationships.
  • Understanding of the channel ecosystem: Value Added Resellers, Distribution Partners, and MSSP models within the United States.
  • Self-driven and good expedition behavior: eager to take on any tasks during conferences and events.
  • Outgoing: able to make connections easily with others.
  • Curious: interested in learning about new technologies and questioning existing methods.
  • Ability to convey complex cybersecurity and engineering topics into plain English.
  • Strong listening skills: capable of understanding client problems and providing tailored solutions.
  • Goal-oriented: highly driven with a
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