Job Description:
We are looking for an enthusiastic and self-motivated seasoned Channel Account Manager to maximize Cavirin’s revenue potential through recruitment, development, and management of our world-wide partner network. Seeking an individual with a strong channel and sales background from a solution selling or security software environment.
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The Role:
As a people-oriented channel account manager, you will win, maintain, and expand revenue-generating relationships with our channel partners across the globe. Success metrics (KPIs) include sales, profitability/margin, and partner recruitment/training. The channel account manager reports to the VP of Inside Sales.
You Will:
- Be the key individual in recruiting and developing new channel partners, by clearly articulating Cavirin’s business and technology advantages.
- Develop individualized channel engagement plans that outline the sales, marketing, and training required to maximize revenue and satisfy end-user requirements.
You Are Responsible For:
- Establishing productive, professional relationships with key personnel in assigned partner accounts.
- Coordinating the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
- Implementing channel marketing plans (product/placement/promotional) and providing feedback on success and areas for improvement.
- Meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
- Proactively leading a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
- Proactively assessing, clarifying, and validating partner needs on an ongoing basis.
- Managing potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Leading solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
- Ensuring partner compliance with partner agreements.
- Driving adoption of company programs among select partners.
- Proactively identifying, recruiting, and maintaining qualified partners.
Performance Metrics:
- Achieves assigned sales quota in designated partner accounts.
- Meets assigned expectations for profitability.
- Develops partner account plans that meet company standards.
- Maintains high partner satisfaction ratings that meet company standards.
- Partners complete required training and account development objectives within assigned timeframes.
Requirements:
- Strong selling and communication skills (written and oral).
- Experience with a CRM system (preferably Salesforce.com)
- Conversational knowledge and experience with security, IP networking, DevOps concepts, the public cloud (AWS, Azure, Google), SaaS delivery models, Windows, Linux and virtualization such as VMware.
- Able to work full-time on-site at Cavirin’s Santa Clara HQ.
- Travel up to 33%.
- You must have the right to live and work in the United States to apply for this role. At this time Cavirin cannot handle H-1B visa transfers between employers.
- Quick learner in understanding the application of Cavirin’s technology to partner portfolios and markets
- Bachelor’s degree
- 5 years-experience working in a channel sales or channel management role in a security software product or solution sales environment
What’s in it for you:
- Opportunity for career growth
- Competitive salary
- Full health, dental, vision, life and disability insurance
- 401(k) matching
- Equity
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