[Remote] Channel Account Manager I (MSP - WEST)
Note: The job is a remote job and is open to candidates in USA. ESET is a cybersecurity company seeking a Channel Account Manager to manage MSP/MSSP Partner relationships. The role involves driving partner business, achieving revenue targets, and developing strategic business plans with partners.
Responsibilities
- Responsible for understanding, managing, and developing complex partners and difficult-to close sales, building trusted relationships with partner reps, owners, and stakeholders; includes creative problem-solving and conflict resolution
- Ensure partners are aware of ESET’s latest portfolio with consistent check-ins and partner feedback including training and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools
- Achieve monthly and annual revenue and KPIs targets
- Creating and executing Business Plans with strategic Partners including metrics and goals, marketing plans collaborating with partner marketing and product roadmaps with sales engineers
- Update and track pipeline activities for partners in ESET CRM
- Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions
- Conduct joint onsite end-user sales calls with partner to ensure timely closure of business
- Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested
- Other duties as assigned by management
Skills
- Degree or equivalent is desirable, preferably in IT or cyber related subject
- Be available for 20-30% travel
- Proficient in Salesforce CRM
- 5+ years B2B Sales
- 5-7 years of MSP and/or MSP channel management experience
- Must have experience in SaaS: Cybersecurity background preferred
- Must have intermediate technical knowledge in Cybersecurity and be technically savvy
- Advanced understanding business development, with the ability to implement go-to-market strategies with third parties
- Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact
- Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships
- Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer
- Extensive Channel Management, Training, and Channel Development Experience
- Proficiency in Microsoft Office products (Word, Excel, PowerPoint)
- English – B2
- Good self-management, time management and organizational skills
- Must have a deep sense of urgency
- Can approach all situations with polite candor
- Can do attitude with ability to think creatively
Company Overview