Channel Account Manager

1 month ago

Chicago, United States Data Theorem Full time
Job DescriptionJob Description

Data Theorem is looking for an exceptional Channel Account Manager (CAM) to join our Sales team.  In this role, you will build a pipeline that translates into channel revenue with some of the most respected and high-performing partners in the industry.  In this high-energy position, you will be extremely results-driven with the expectation to create and qualify partner-initiated opportunities.

The ideal candidate will be a seasoned channel professional who can lead the organization and partners through continual evolution, thrives on constant innovation, and is a change agent with a sense of mission. You also build excellent relationships, can influence and align external and internal stakeholders, and have a strong drive to create and build up the channel’s contribution to the business.

Responsibilities:

  • Engage with all types of channel partners including: value-added resellers (VARs), managed security solutions providers (MSSPs), systems-integrators (SIs), security consulting firms, and referral partnerships.

  • Ensure senior executive-level visibility and commitment to the company’s relationships.

  • Spearhead the joint company and channel value proposition with partner peering, coordinating resources, including sales and cross-functional teams.

  • Coordinate training on new products, solutions sales, corporate direction, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors.

  • Drive joint opportunity development activities with channel partners through account mapping, marketing activities, coordination of marketing budget, and utilization of Data Theorem’s channel marketing programs.

  • Manage deal registration, forecast, and pipeline with channel partners and coordinate partner engagement and sales activities.

  • Be keenly aware of the channel partners’ strategy and be viewed and treated as a trusted and valued resource for them.

  • Create a sense of engagement and connection at the executive, regional sales, and SE levels.

  • Build and champion North American / U.S. channel development with pipeline growth as the initial focus for Data Theorem sales.

  • Ensure alignment of the strategy with the Sales teams by understanding their coverage models, strategies, and focus in the areas of target accounts, verticals, geography, and market coverage.

Required Skills:

  • 3-5 years in a field sales role working with Enterprise sales teams, inside sales teams, and U.S. resellers focused on security vendor partnerships.

  • Understanding of the technology channel eco-system and the business model of different types of channel partners (VARs, MSSPs, SIs, etc).

  • Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.

  • Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.

  • Experience in translating market trends and customer issues and needs into business opportunities for partners.

  • Ability to thrive in a team selling environment, winning-together outlook with the ability to build relationships and influence via email, telephone, and in person.

  • Excellent organizational skills and ability to prioritize and manage multiple tasks at once.

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