National Channel Account Manager
Drives cybersecurity revenue through national channel partners across the United States and Canada by building pipeline, supporting partner-led opportunities, and executing go-to-market plans. Requires at least five years of cybersecurity and indirect sales experience, enterprise partner relationships, and strong stakeholder communication.
About the job
Responsibilities
- Execute the North American channel sales strategy in alignment with regional sales objectives.
- Build and maintain relationships with national channel partners, including DMRs, VARs, and distributors.
- Support partner-led sales motions by identifying opportunities, qualifying pipeline, and progressing deals to closure.
- Collaborate with 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 updates to regional sales leadership.
- Serve as the day-to-day point of contact for partner-related sales activity and escalate complex issues as required.
- Track market trends, partner needs, and competitive activity in North America.
Requirements
- 5+ years of experience in the cybersecurity market.
- 5+ years of experience in channel-led or indirect sales models.
- Experience working with security integrators, resellers, or strategic partners in an enterprise technology environment, including partners such as CDW, Insight, Connection, or SHI.
- Demonstrated ability to build pipeline and close opportunities through partners.
- Experience selling cybersecurity and cloud-based solutions.
- Strong interpersonal and communication skills.
- Bachelor's degree or equivalent professional experience.
- Willingness to travel.
Nice-to-Haves
- Experience with identity security, Zero Trust, authentication, or risk-based security solutions.
- Experience selling to large enterprises or public sector organizations.
- Familiarity with regulatory, compliance, or digital transformation drivers.
- General knowledge of AI concepts and tools.
- Experience operating in a tiered sales organization.
- Salesforce experience.
- MBA or related business degree.
Compensation and Benefits
- On-target earnings: $160,000–$185,000.
- Sales team members may participate in company commission plans.
- Eligible US employees may receive paid time off, health, disability, and life insurance, and a 401(k) plan with company matching contributions.
Skills
Channel Sales, Cybersecurity, Indirect Sales, Pipeline Development, Enterprise Sales, Cloud Solutions, Partner Enablement, Go-to-Market Strategy, Salesforce, Identity Security, Zero Trust, Authentication, Risk-Based Security, Public Sector Sales, Account Planning
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