Channel Account Manager

November 20

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One Identity

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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.

501 - 1000 employees

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

💰 $3M Venture Round on 2004-07

📋 Description

• Collaborate with sales leadership to define the market opportunity, strategy, and business plan for strategic and managed partners across ANZ, with a strong focus on revenue growth • Manage and report progress against plan throughout the year • Engage stakeholders internally and externally to ensure successful execution of the business plan • Understand partner organizations, including their political structures, and build senior executive champions to drive change and overcome obstacles • Coordinate and support enablement activities to train and educate partner sales and technical teams • Drive and support demand generation initiatives to expand pipeline growth • Align with partners and One Identity product management to address localization requirements • Share and adopt best practices in collaboration with other regional partner leaders and stakeholders • Develop deeper, sustainable partnerships with selected partners to increase market share against core competitors • Achieve assigned sales and pipeline targets • Execute with discipline and pragmatism, focusing on a defined set of partners in alignment with the One Identity Partner Program • Communicate business plans and progress updates through regular meetings

🎯 Requirements

• Minimum of 5 years of enterprise sales experience, preferably in software sales • Channel sales experience, in addition to direct selling, is highly desirable • Proven experience selling solutions across hardware, software, and virtual/hybrid environments • Track record of closing deals exceeding US$250K in a single transaction is highly desirable • Proficiency with Salesforce is strongly preferred • Familiarity with the MEDDIPICC opportunity management process is highly desirable • Demonstrated ability to identify, recruit, and onboard go-to-market partners • Proven success selling to senior decision-makers with procurement authority (“Economic Buyers”) • Strong communication skills, both written and verbal; ability to collaborate effectively with cross-functional teams is essential.

🏖️ Benefits

• Health and wellness programs • Professional development opportunities • Flexible work arrangements • Equal opportunity employer