Channel Account Manager

Job Title:
Channel Account Manager About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency.

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self.

We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.

Role Overview:
The Channel Partner Sales Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators MSPs, distributors and OEM providers. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Channel Partner Sales Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings. About the Role

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Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.

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Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.

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Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.

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Work closely with partners and customers to drive POCs and POVs.

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Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.

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Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.

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Develop relationships internally with key stakeholders.

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Engage and present at multiple levels within a partner account including customer stakeholders.

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Develop account and opportunity plans to improve channel partner strategy.

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Maintain partner and customer satisfaction.

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Develop relationships with our channel and service partners to create strategic op portunities.

About You:

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5-15 years’ experience in a channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with channel partners and customer stakeholders.

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Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.

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Ability to manage the sales process (MEDDPICC) and negotiate contracts.

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Deep knowledge of the customer’s requirements and security challenges.

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Strong business acumen and ability to build channel partner and customer relationships. Must