Channel Account Manager (Cam)

Data Theorem is looking for an exceptional Channel Account Manager (CAM) to join our Sales team.  In this role, you will build a pipeline that translates into channel revenue with some of the most respected and high-performing partners in the industry.  In this high-energy position, you will be extremely results-driven with the expectation to create and qualify partner-initiated opportunities.

The ideal candidate will be a seasoned channel professional who can lead the organization and partners through continual evolution, thrives on constant innovation, and is a change agent with a sense of mission. You also build excellent relationships, can influence and align external and internal stakeholders, and have a strong drive to create and build up the channel’s contribution to the business.

Responsibilities:

• Engage with all types of channel partners including: value-added resellers (VARs), managed security solutions providers (MSSPs), systems-integrators (SIs), security consulting firms, and referral partnerships.

• Ensure senior executive-level visibility and commitment to the company’s relationships.

• Spearhead the joint company and channel value proposition with partner peering, coordinating resources, including sales and cross-functional teams.

• Coordinate training on new products, solutions sales, corporate direction, business processes, etc., leading to enhanced self-sufficiency and winning mindshare and cycles from competitive vendors.

• Drive joint opportunity development activities with channel partners through account mapping, marketing activities, coordination of marketing budget, and utilization of Data Theorem’s channel marketing programs.

• Manage deal registration, forecast, and pipeline with channel partners and coordinate partner engagement and sales activities.

• Be keenly aware of the channel partners’ strategy and be viewed and treated as a trusted and valued resource for them.

• Create a sense of engagement and connection at the executive, regional sales, and SE levels.

• Build and champion North American / U.S. channel development with pipeline growth as the initial focus for Data Theorem sales.

• Ensure alignment of the strategy with the Sales teams by understanding their coverage models, strategies, and focus in the areas of target accounts, verticals, geography, and market coverage.

Required Skills:

• 3-5 years in a field sales role working with Enterprise sales teams, inside sales teams, and U.S. resellers focused on security vendor partnerships.

• Understanding of the technology channel eco-system and the business model of different types of channel partners (VARs, MSSPs, SIs, etc).

• Adept at account management and business partner techniques with strong interpersonal, active listening, discovery, and qualification skills.

• Solid technical acumen able to explain the benefits of different technologies, strong cybersecurity knowledge an advantage.

• Experience in translating market trends and customer issues and needs into business opportunities for partners.

• Ability to thrive in a team selling environment, winning-together outlook with the ability to build relationships and influence via email, telephone, and in person.

• Excellent organizational skills and ability to prioritize and manage multiple tasks at once.

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