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Senior Channel Account Director, Security, Virtual

Indianapolis, IN · Sales
Company Overview
Our Client transforms modern digital operations with Resolution Intelligence®, an intuitive software-as-a-service (SaaS) platform, across network, data center, multi-cloud and security operations. The platform seamlessly integrates AI, data analytics and analyst expertise to drive digital operations’ transformation, gain operational efficiencies and deliver business outcomes. The complete portfolio integrates with 140+ market-leading digital and security applications to improve tools and incident response effectiveness. More than 3,000 customers and partner organizations worldwide rely on Our Client.

Role: Senior Channel Account Director, Security, Virtual

Position Overview
Our Client is looking for a Senior Channel Account Manager or Director to cover the West territory to be responsible for all sales aspects of Our Client’s channel partner community.
Our Client transacts and generates most of its revenue from the channel and channel is the most important driver of our success in the next few years. This individual will be an “A-Player” with strong existing channel relationships, focused sales execution and strategic business acumen.

Responsibilities Include:
  • Responsible for the day-to-day relationship management of channel partners
  • Responsible for monthly bookings and partner revenue growth.
  • Meets / Exceeds Revenue Goals – manages regional channel partner pipeline
  • Maintains productive, professional, relationships with key stakeholder personnel within Top Focus Partners
  • Ensures partner compliance with Channel Partner programs and agreements
  • Communicates product launches and promotions; drives partner participation to vendor events
  • Leads joint partner planning process to develop objectives, financial targets, and critical milestones
  • Executes marketing activities and MDF budget in coordination with Channel Marketing Manager
  • Drives Partner sales and technical certifications
  • Reviews Top Go To Partner performance quarterly with key stakeholders
  • Works collaboratively between partners and Our Client technical and marketing teams to drive white space discussions, work opportunities and manage events with the goal and intent to drive revenue growth in partners.
  • Identifies, recruits and on-boards new partners that fill a geography or vertical market gap
  • Understands and works closely with 2 Tier Distribution
  • Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners
  • Stays abreast of competitive products, technologies and industry trends
  • Preparation of presentations, territory plans and reports
  • Maintains Salesforce.com for partners in region
  • Completes required training and development objectives
Required Experience/ Skills
  • Seven (10+) plus years selling high technology products in assigned territory in a channel model
  • Knowledge of networking, data center and security technologies
  • Proven track record of successful selling into and via channel partnerships
  • Excellent presentation and communication skills
  • Ability to work independently in a fast-paced environment; must be high energy, motivated and a self-starter
  • Our Client transacts and generates most of its revenue from the channel and channel is the most important driver of the company’s success in the next few years. This individual will be an “A-Player” with strong existing channel relationships, focused sales execution and strategic business acumen.
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