Job description
Stott and May has partnered exclusively with one of the leading players in the Threat Intelligence software ecosystem, looking a Channel Account Manager to join their team and help build their US Sales organization.
Our client is entering into the US market for the first time. They've created a very progressive digital risk and threat intelligence product suite - in a format they call XTI (Extended Threat Intelligence). Helping business and intelligence professionals make sense of the overwhelming amount of data on the web.
You will prospect, build relationships with, and communicate clear product and industry information to a key set of enterprise clients - with the goal of helping develop a strong pipeline of revenue and deal flow for the organization to continue it's scaling motion.
Responsibilities:
- Follow-up of regular channel sales processes
- Manages partners assigned to him/her
- Find new channels in the regions assigned to him/her
- Perform actions to expand the customer portfolio to the relevant segment
- Create the first contact with potential customers and partners contacting from the website
- Follow-up on a regular basis to turn leads into opportunities
- Understand the product to a level that allows them to explain the product to potential customers and partners (high-level explanation)
- Perform company presentations in all potential customer/partner first meetings
- Evaluate the satisfaction of customers during POC and discuss the commercials with customer/partner
- Prepare the Quotes and similar documents needed in the sales process
- Keep up with the new updates of the product and explain them to partners
- Coordinate with the channel marketing team about the needs and requirements of channel partners
- Coordinate with TAM and CSM teams to make sure customers and partners have the right and needed technical support
- Make sure partners have the right training to present to leads, and help them if they are not ready
- Prepare lists of potential partners in their assigned regions (for cold mailing)
- Prepare strategic planning for the regions they are determined to work with, to achieve their yearly targets.
- Update CRM information and documents in common spaces
- Prepare weekly, monthly, and quarterly reports
Requirements:
- 3-5 years of experience in a quota carrying software sales role
- Security industry experience preferred but not required
- Proven record of success, and the understanding of both the customer buying process and the sales methodology
- Accountability for business growth and target attainment through accurate pipeline management and forecasting
- A natural ability to build strong relationships to ensure growth by leveraging channel partners and the broader security community
- A charismatic individual, who takes pride in individual growth and has the ability to grow the team into the next phase of their development
