Channel Account Manager
Who is Forcepoint ?
Forcepoint simplifies security for global businesses and governments. Forcepoint ’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you’re in the right place; we want you to bring your own energy to help us create a safer world. All we’re missing is you!
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Develop and drive the partner strategy across Forcepoint ’s top tier focus partners in West and Enterprise, SMB's & Mid-Market Sector.
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Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required
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Recruit, onboard, and enable new partners to expand Forcepoint ’s market coverage
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Drive joint business planning sessions to align partner capabilities with Forcepoint ’s objectives.
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Manage regional distribution activities as necessary including local cadence
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Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers
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A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement
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Manage partner pipeline, cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint
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Maintain accurate partner forecasts, pipeline visibility, and reporting within CRM
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Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers
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Support MDF activities supporting both enablement and customer development objectives
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Represent Forcepoint at regional partner events, conferences, and networking opportunities.
Education and Experience
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Graduate/Post Graduate in business management with 10 – 15+ years operating in a sales-based environment with understanding of the said market (West India and Enterprise, SMB's & Mid-Market sector business). Understanding Enterprise decision-making in large opportunities is helpful
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5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel
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Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must
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Self starting and comfortable in a dynamic and fast moving environment
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Ability to think and present in a structured clear way, including developing business plans and executing across multi-functional teams
- Willing to travel as necessary
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Strong understanding of two-tier distribution models and VAR ecosystems
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Understanding of the industry, key players and technologies is a big plus
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Experience in selling business to business in an IT security company
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Proven track record of exceeding sales/revenue targets within a partner-driven model
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Ability to close business while achieving a high level of partner satisfaction
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Ability to articulate a value proposition clearly and engage at multiple levels within an organization.
- Ability to present to external audiences
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Excellent relationship management, negotiation, and communication skills.
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Ability to work collaboratively with internal cross-functional teams (marketing, sales, operations).
Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.
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