Channel Account Manager

🔥 12 hours ago

🇦🇺 Australia – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Trellix

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🔒 Cybersecurity

🤖 Artificial Intelligence

🏢 Enterprise

💰 $35M Venture Round on 2000-04

Cybersecurity • Artificial Intelligence • Enterprise

Trellix is a leading cybersecurity company that provides a comprehensive AI-powered security platform. It offers a wide range of products and services including endpoint security, data security, network security, threat intelligence, email security, and cloud security. With advanced threat detection and response capabilities, Trellix empowers security operations centers worldwide to efficiently manage and respond to cyber threats. The company is recognized by key industry analysts as a leader in extended detection and response (XDR) and network detection and response (NDR). Trellix also offers professional services, cybersecurity education, and manages detection and response (MDR) services, ensuring clients are well-protected and informed about the latest cybersecurity threats.

📋 Description

• Drive net new sales and incremental bookings of existing accounts through channel partners, systems integrators, MSPs, distributors, and OEM providers • Create prospecting strategies to identify sales opportunities with channel partners • Develop relationships and build sales pipeline • Prepare and present solutions and negotiate contracts to achieve quarterly channel sales quotas • Manage the channel sales process and leverage internal technical resources to meet partner and customer requirements • Analyze partner and customer environments and scope customer requirements • Collaborate with technical resources to close channel sales opportunities • Work with partners and customers to drive POCs and POVs • Upsell and cross-sell Skyhigh Security products and solutions • Generate demand with channel partners, resellers, and end-user customers • Develop internal relationships with key stakeholders • Present to multiple levels within partner accounts, including customer stakeholders • Develop account and opportunity plans to improve channel partner strategy • Maintain partner and customer satisfaction • Develop strategic opportunities with channel and service partners

🎯 Requirements

• 5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML) • Deep relationships with channel partners and customer stakeholders • Experience generating partner enabled sales opportunities • Strong prospecting skills and ability to build channel sales pipeline • Strong track record of achieving quarterly channel sales quotas • Ability to manage the sales process using MEDDPICC and negotiate contracts • Deep knowledge of customer requirements and security challenges • Strong business acumen and ability to build channel partner and customer relationships • Ability to interpret and execute opportunities within complex organizations • Ability to engage presales and professional services organizations throughout the sales cycle, including implementing POCs and POVs • Strong relationships with channel partners and system integrators • Excellent presentation skills • Working knowledge of consultative sales methodologies, preferably MEDDPICC • 3-5 years’ experience with Salesforce and Clari • Skills in Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, and Forecasting

🏖️ Benefits

• Hybrid work model • Flexible work hours • Family-friendly benefits • Retirement Plans • Medical, Dental and Vision Coverage • Paid Time Off • Paid Parental Leave • Support for Community Involvement • Employee recognition program • ‘Blast Talks' learning series • Team celebrations