Account Executive 3, Channel Sales
Drives revenue growth through channel partners in cybersecurity, building relationships with integrators and VARs, qualifying opportunities, and collaborating with field sales to close deals in enterprise and public sector. Requires 5+ years in cybersecurity channel sales and bachelor's degree.
About the job
Principal Responsibilities
- Execute the North American channel sales strategy in alignment with regional sales objectives.
- Build and maintain strong relationships with national and regional channel partners, including security integrators, VARs, distributors and services-led partners.
- Support partner-led sales motions by identifying opportunities, qualifying pipeline, and progressing deals to closure.
- Collaborate with RSA field sales teams to ensure effective coverage and execution across named accounts and partner coverage.
- Contribute to joint partner account planning and go-to-market activities.
- Assist with partner enablement initiatives, including onboarding, training, and solution positioning.
- Monitor partner performance, pipeline health, and deal progression, providing regular updates to regional sales leadership.
- Act as a day-to-day point of contact for partner-related sales activity, escalating complex issues as required.
- Maintain awareness of trends, partner needs, and competitive activity within North American market.
Required Experience
- 5+ years of experience in cyber security market
- 5+ years experience in channel-led or indirect sales models.
- Proven experience working with security integrators, resellers, or strategic partners in an enterprise technology environment. Specific partner experience with CDW, Optiv, Cadre, Paragon Micro, others
- Demonstrated ability to create/build pipeline and close opportunities through partners.
- Experience selling cybersecurity and cloud-based solutions.
- Strong interpersonal and communication skills, with the ability to work effectively across multiple stakeholders.
- Bachelor’s degree or equivalent professional experience
- Willingness to travel
Desired Experience
- Exposure to identity security, Zero Trust, authentication, or risk-based security solutions.
- Experience working with solutions sold into large enterprises or public sector organizations
- Familiarity with regulatory, compliance, or digital transformation drivers.
- Experience operating in a tiered sales organization.
- Use of Salesforce.com
- MBA or related business degree
Compensation
Pay Range (On Target Earnings) $150,000 - $175,000. RSA Sales team members are eligible to participate in company commission plans. Comprehensive benefits including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.
Skills
Cybersecurity, Channel Sales, Salesforce, Zero Trust, Authentication, Cloud Solutions, Identity Security, Pipeline Management, Partner Enablement, Go-To-Market
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