The Channel Account Manager will expand and manage relationships with partners, implement channel business plans, and drive partner sales initiatives.
Description
Requirements
The Channel Account Manager will execute our channel business plan which includes expanding our sales, technical, and management relationships at Tufin Partners. Additionally, utilizing our channel sales methodology for enablement, roster building, and account mapping to increase partner generated opportunities via targeted initiatives at new and existing accounts. The Channel Account Manager will need a strong channel sales background, experience in the security software market, operational excellence, and the ability to contribute to a fast-paced, collaborative, and world-class channel team.
Responsibilities:
- Deliver and present the Tufin Channel Program to identified partners.
- Profile and collect relevant information on partner GTM for proper alignment.
- Generate increased partner contacts, account mapping sessions, GTM programs and educate through sales training, also leveraging our best-in-class Partner Portal
- Work with Tufin Sales Engineers to drive pre-sales technical training for partners to help expand within their customer base.
- Skilled at objection handling and presentations to demonstrate Tufin value.
- Ability to relate and interface with C-Level Executives at Focus Partners
- Complete and execute our channel business plan with each Focus Partner
- Build strong pipeline around new and existing business with partners.
- Provide sales/marketing campaign support to partners.
Requirements
- Successful track record in building channel operations and partnerships
- At least 5-years in channel development and partner management in the high-tech software industry
- Ability to multi-task and excel in a process driven, results-oriented environment.
- Experience understanding complex, high-end Enterprise solutions.
- Experience working with Regional and National Partners
- Proven results growing partner generated business.
- Ability to work autonomously with excellent time management skills.
- Proven high-energy, positive attitude contributor in past positions.
- Willing and able to travel throughout the region as needed.
Partner Experience:
Successful track record and relationships in working some or all the following partners:
- Guidepoint
- Optiv
- Trace3
- AccessIT
- WWT
- DEFY
- CyberOne
Top Skills
Channel Sales Methodology
Security Software Market
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