Channel Account Manager – Identity and Access Management

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One Identity

WebsiteLinkedInAll Job Openings

501 - 1000 employees

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

💰 $3M Venture Round on 2004-07

Cybersecurity • SaaS • Enterprise

One Identity is a company that specializes in identity and access management solutions, focusing on protecting digital identities and simplifying user access across organizations. They offer a comprehensive suite of products designed to secure privileged access, govern user identities, and streamline compliance with regulations through automation. Their platform integrates AI-driven insights to enhance security and operational efficiency, supporting both on-premises and cloud environments.

📋 Description

• Establish and maintain fruitful, professional relationships with strategic personnel in territory partner accounts. • Coordinate the involvement of field sales, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations. • Proactively assess, clarify, and validate partner needs on an ongoing basis. • Source and Sell through partner organization to end users in coordination with partner sales resources, developing a qualified sales pipeline through the partner existing client base. • Maintain a sales forecast across partners having deal visibility of all opportunities. • Manage potential channel conflict with other sales channels through strict adherence to channel rules of engagement. • Ensure partners within the territory reach and maintain the appropriate certification required in the partner program, managing and reporting on partner success • Drive adoption of company programs among partners in territory. • Tracks registered opportunities through partners. • Closely coordinate company executive involvement with partner and end-user customer management as necessary. • Engage partners through business planning ensuring all relevant people are involved and executing on all the aspects, including marketing and event organization in coordination with One Identity sales and marketing team and creating joint campaigns and demand creation initiatives. • Be able to articulate on One Identity messaging across the entire product portfolio also presenting in seminars or public speaking situations and to train partners sales team on key sales messages.

🎯 Requirements

• Proven experience in channel sales, minimum 5 years • Strong Channel experience working with VAR’s and SI’ and MSSP’s • Sales experience with “hunter” mentality • Complete understanding of partner network within the Nordic market • Proven track record of developing and maintaining partner relationship • Excellent communication-, negotiation-, influencing skills; • Energized, productive & efficient > very high activity levels; • Self-starter & high level of self-awareness; • Hands-on and can-do mentality. • Team player and able to work managing priorities, targets and tasks • Confident in articulating and speaking at all level • Willing to learn and study at any time new messages

🏖️ Benefits

• Health and wellness programs • Enrollment in One Identity University for continuous professional development • Flexible work arrangements • Encouragement of career growth and innovation