Principal Channel Account Manager

Principal Channel Account Manager

As a Principal Channel Account Manager, you will play a pivotal role in driving channel partner relationships and sales within your assigned region. You will be responsible for developing and executing strategies to maximize partner engagement, revenue growth, and market penetration. This role requires a deep understanding of cybersecurity solutions, strong relationship-building skills, and the ability to navigate complex channel dynamics.

Key Responsibilities

• Channel Partner Management: Develop and maintain strong relationships with existing and potential channel partners within your assigned region; collaborate with partners to understand their business needs and align them with our cybersecurity solutions; drive partner engagement through regular communication, training programs, and joint marketing activities.
• Sales Strategy and Execution: Work closely with channel partners to develop sales plans and strategies to meet revenue targets; provide sales enablement support, including training, collateral, and product information; track partner performance metrics, pipeline, and sales forecasts to ensure achievement of quarterly and annual sales goals.
• Market and Competitive Insights: Monitor market trends, competitor activities, and customer feedback to identify new opportunities and challenges; utilize market insights to develop effective strategies for channel growth and competitive positioning.
• Cross-Functional Collaboration: Collaborate with internal teams such as marketing, product management, and sales to support channel initiatives; advocate for channel partners internally, ensuring their needs are addressed and their feedback is incorporated into company strategies.
• Self-Management and Reporting: Provide clear timely feedback and management reports on progress, obstacles and opportunities to accurately forecast new business; report business partner status and sales opportunities to management team, keeping accurate and up-to-date records in Salesforce.

Required Skills

• 8+ years of successful channel sales or partner management, channel & business development experience at enterprise software application organizations
• Successful track record selling products and services to C-level and senior management level customers
• Proven track record in over-achieving quarterly and annual quota
• History of selling security solutions highly preferred – knowledge of application security industry strongly preferred
• Ability to travel (50-60%)

Benefits

• Medical, Dental, and Vision Coverage to meet all your healthcare needs
• Unlimited paid time off and flexible work arrangements to support a healthy work‑life balance
• Extensive development and training offerings to help you grow with us
• An annual contribution of 6% towards your pension
• Life assurance, personal accident, and long-term disability insurance
• Enhance parental leave initiatives as well as other family friendly benefits
• Annual fitness reimbursements and access to apps that support wellbeing
• Summer and end of year social events to bring the team together and celebrate our success

Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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