Strategic Sales Search
July 12, 2019
San Ramon, CA, United States of America
Job Type


We are looking for talented Channel Account Managers who are passionate about pushing the boundaries of mobile communications and delivering world class Enterprise Software and Secure Communication offerings for users whose main focus is security, productivity, communication and collaboration.

Position Summary

As Channel Account Manager, you will be responsible for both the commercial and financial performance for the assigned Partners. Acting as the main interface between our company and our Partner, your focus will be on developing strategic & profitable relationships.  In addition, you will be responsible for successfully managing the sales of the Enterprise Software solutions, as well as developing key campaigns and initiatives to both recruit new partners and drive incremental revenue from existing partners.

Your responsibilities will include:

  • Actively recruit and on-board new Partners that will help grow our presence in the Central United States territory.
  • Building and maintaining senior management level relationships with your assigned Partners to gain an understanding of their businesses and key priorities to identify joint regional sales strategies and tactics for achievement of sales targets.
  • Driving sales and overall messaging of the Secure Software solutions and services to our current and prospective Partners through their various Practices and Sales Organizations.
  • Maintaining and expanding the existing customer base.
  • Growing and maintaining relationships with key customers within the specific Partner organization to increase mind share, awareness, market share in regard to the company's Software portfolio.
  • Actively managing & supporting the Partner through all stages of the sales cycle including sales planning, delivery of sales programs/incentives to promote awareness and stimulate demand.
  • Managing the closure of the top sales funnel opportunities with the Partners, the Sales teams, and their customers.
  • Structuring and strategizing the relationship with the Partners (quarterly executive meetings, monthly business meetings, weekly sales calls).
  • Analyzing and proposing new business and partnership opportunities in line with the strategy and direction set by Sales management.
  • Partnering with Marketing teams to develop regional Partner Marketing activities, programs, incentives, product updates and customer promotions and at the same time working within budget requirements.
  • Establish and grow multi-tiered business relationships with key re-sellers and systems integrators which drives the partner to preferred commitment around Software products, technologies and services
  • Primary liaison between our company and the partner and our field sales teams on all partner relationship issues and opportunities.
  • Owns target account mapping and planning activities within the territories targeted accounts.
  • Responsible for getting Deal Registration process adopted by the partner channel and completing the internal approval process
  • Works with partner marketing/field marketing to involve partners in local new business creation activities.

We are looking for talented individuals with the following skills and experience:

  • 10-12 years of progressively increased responsibility in Channel sales or direct sales within the enterprise software and/or security space – prior experience managing relationships with all levels of the partner community is ideal.  Candidates with strong experience in both the direct and partner channels is strongly desired.
  • Strong Working understanding of Enterprise Mobility and Security offerings, prior experience within enterprise level SaaS offering also helpful.
  • Bachelor degree in Business Administration / Technical Related Field or equivalent combination of education and experience
  • Demonstrated channel/partner management experience with a track record of consistent sales quota over-achievement, with a focus on creating new revenue from recruitment and joint selling with your partners in the assigned territory.
  • Exceptional interpersonal and relationship management skills
  • Confident and effective communicator. Ability to effectively present and influence individuals and groups at all levels.
  • Ability to translate and communicate key business priorities to support the development and execution of tactical sales programs and activities.
  • Fearless and a ruthless focus on execution as an aggressive self-starter.
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Sales Search International Acquired by Direct Recruiters, Inc.
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