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Channel Account Manager, West
2 months ago
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
ABOUT ZEROFOX
ZeroFox’s mission is clear: we protect customers - their data, their assets and their people - across the internet. Through AI-powered technology, global intelligence collection and services provided by a team of expert analysts and threat hunters, we give customers the protection and intelligence needed to disrupt a new era of attacks on the surface, deep and dark web. Now is a great time to join the Fox Den: with $150M+ in funding to date, recognition from Forrester as best-in-class in brand intelligence and numerous awards and honors, joining the ZeroFox team means joining a culture that is committed to excellence and growth. That means committing to the success of each of our employees so you can be the best version of yourself on the best team. If you’re ready to join a team that is mission-oriented, customer-focused, collaborative and dedicated, you’ve come to the right place.
Equal Opportunity, Diversity & InclusionWe aim to build a team that represents a variety of backgrounds, perspectives, and skills. We embrace inclusion and ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, military or veteran status, or any other personal characteristic.
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