Grip Security is currently looking for a high-energy Channel Account Manager to drive net new revenue with our solution provider partners in the Western/Central region. This role will report to the Director of Global Channels.
Responsibilities & What You’ll Do:
- Develop a Channel ecosystem comprised of National, Super-Regional, and Regional VARs that drive net new partner-led opportunities
- Achieve assigned Accepted Deal Registration (ADR) and Partner Initiated Revenue (PIR) goals
- Establish regional & sub-regional targets for accepted deal reg’s and manage both partners and RSM’s to meet those goals
- Demonstrate authoritative knowledge of partner landscape, joint pipelines, and path for achieving assigned goals
- Initiate & execute partner BDR campaigns designed to accelerate partner-led pipelines
- Recruit, operationalize, and lead ongoing engagement with partners
- Develop comprehensive working knowledge of Grip Solutions and use cases and articulate tailored value proposition for both customers and partners
- Initiate, coordinate, and execute lead gen events with Channel & Alliances partners
- Conduct weekly review sessions with RSMs to ensure synchronized engagement with partners & Grip sellers
- Manage deal & SPIF registrations to ensure accurate documentation in Salesforce
- Maintain excellent Salesforce hygiene, including accurate tracking of partner recruiting, submitted and accepted deal registrations, etc.
- Proactively engage with regional Alliance partner peers, facilitate intros between Grip sellers and their counterparts, initiate events with them and our mutual resellers
Requirements
- 5+ years of experience in Cybersecurity Channel management
- Record of consistently meeting and/or overachieving assigned goals
- Ability to coach sellers to achieve agreed channel-related targets in their respective regions
- Autonomous, self-starter with can-do attitude
- Excellent communication & presentation skills
- Ability to lead cross-functional initiatives with peers from Marketing and other teams
- Demonstrate ability to create and execute strategic playbook for channel development
- Capable of navigating & negotiating through challenges such as channel conflict issues
- Proven track record of successfully executing all aspects of the partner development lifecycle
- Identity and Cloud-related (SaaS/IaaS) cyber security experience a plus
- Eligible to work in the US
- Travel approximately 30-35%
- Location: Remote within region (Western and Central states)