UNITE
Sales Account Manager
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Sales Professional
We are seeking an energetic and motivated sales professional with strong sales skills and channel experience to join a growing international team within the cybersecurity industry. The ideal candidate will have 4 to 8 years of new account or business development experience with a proven track record of engaging the Partner ecosystem to drive success. In this role, you will be responsible for achieving an assigned quota number while also managing lead flow, closing deals, recruiting partners and developing geographical GTM plans.
Responsibilities:
- Effective prospecting and lead management building a 3-5X pipeline within the territory
- Predominant focus on closing business in companies with 1000+ employees
- Managing and reporting a sales pipeline within the CRM, bringing the visibility of the revenue accurately, quarterly
- Territory planning and any sales support required
- Focus on activities and opportunities delivering short term and long-term revenue
- Effective and regular networking to attract and influence Partner sales and grow the Partner relationships
- Use existing relationships to recruit and onboard new partners, encourage them to engage in proactive demand generation activities
- Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
- Track and manage lead flow both inbound and outbound between partners and the Sales team. Proactively communicate with the sales leaders on the channel pipeline and forecast
- Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success
- Set financial goals for focus partners and ensure goals achievement
- Drive multiple key channel initiatives in parallel across technical, professional services, and sales
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Requirements:
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- Bachelor’s degree or equivalent work experience
- 4+ years of outside high-tech IT sales experience. IT security product experience is desirable but not mandatory
- Experience at a startup or pre $100M revenue company is a plus
- A proven track-record of driving continued partner growth and revenue
- Knowledge and strong relationships with SMB and SME focused resellers and MSP partners will be necessary
- Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations
- Motivated and focused self-starter with strong leadership skills who can multitask, work independently or within a team
- Exceptional communication skills including listening, writing and public speaking.
- Can work in a fast paced, start-up environment
- An avid channel leader who knows how to teach, enable and motivate partners to find and close business
- Relationships and strong relationships with top VARs and Integrators
- Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins
- Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment
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