Channel Account Manager

About the role

The Channel Account Manager (CAM) plays a pivotal role in establishing and nurturing relationships with key partner accounts to drive sales growth within a designated territory. This position collaborates closely with regional Account Executives (AEs) and cross-functional teams to execute channel sales strategies effectively.

Responsibilities

• Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts.
• Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.
• Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel.
• Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.
• Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives.
• Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
• Plan and execute regional partner events to foster relationships and drive business growth.
• Identify and map to accounts actively engaged by partners to maximize sales opportunities.
• Develop comprehensive business plans for each region to achieve sales targets and objectives.
• Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.
• Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.
• Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency and accountability.
• Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace.
• Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts.
• Oversee the management of partner marketing funds to drive joint marketing efforts effectively.

Requirements

Minimum of 5+ years of experience in Channel Sales or a related field.

Willingness and ability to travel up to 50% of the time.

Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.

Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.

High energy and enthusiasm to thrive in a fast-paced work environment.

Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups.

Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Qualifications

Experience: Minimum of 5+ years of experience in Channel Sales or a related field.

Travel: Willingness and ability to travel up to 50% of the time.

Channel Expertise: Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.

Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.

High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm.

Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups.

Sales Tools: Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Skills

Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Benefits

Competitive Compensation: We offer competitive salary, equity, and benefits. Our benefits include health, vision & dental insurance for you and your family, a flexible vacation policy, and generous parental leave.

OTE 60/40 split annually.

Additional compensation: This role may also be eligible for an equity package (in the form of stock options).

Pay

Range: $200K - $260K OTE 60/40 split annually.

Schedule

We are a fully remote company, and this job may require up to 50% of travel to be successful. Job-related travel expenses are reviewed and must be approved by your manager.