North America Channel Account Manager

Principal Responsibilities

• Execute the North American channel sales strategy in alignment with regional sales objectives.
• Build and maintain strong relationships with national and regional channel partners, including security integrators, VARs, distributors and services-led partners.
• Support partner-led sales motions by identifying opportunities, qualifying pipeline, and progressing deals to closure.
• Collaborate with RSA 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.
• Aid in partner enablement initiatives, including onboarding, training, and solution positioning.
• Maintain awareness of trends, partner needs, and competitive activity within North American market.
• Act as a day-to-day point of contact for partner-related sales activity, escalating complex issues as required.

Required Experience

• 5+ years of experience in cyber security market
• 5+ years experience in channel-led or indirect sales models
• Proven experience working with security integrators, resellers, or strategic partners in an enterprise technology environment
• Specific partner experience with Connection, SHI, GuidePoint, Nexum and others
• Demonstrated ability to create/build pipeline and close opportunities through partners
• Experience selling cybersecurity and cloud-based solutions
• Strong interpersonal and communication skills, with the ability to work effectively across multiple stakeholders
• Bachelor’s degree or equivalent professional experience
• Willingness to travel

Desired Experience

• Exposure to identity security, Zero Trust, authentication, or risk-based security solutions
• Experience working with solutions sold into 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