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Title: Channel Account Manager - US East Region
Location: East Coast; United States (hybrid if near Atlanta, GA or Cleveland, OH)
Experience: Mid-Senior Level
Job Function: Channel Sales
Employment Type: Full-Time
Travel: 30-50%
Industry: Computer Network & Security
About the position
Reporting directly to the VP of Channel Sales, your main responsibility will be to help create and implement the strategy to develop the partner relationships in your area, aiming for full partner enablement regarding selling and delivering our products and solutions. We are looking to both scale our partner ecosystem and deepening of our already existing partner relationships. Together with your partners you will be creating joint marketing activities, planning events, coordinating trainings, and facilitating the alignment between our respective business models ensuring an enhanced end-customer value. A big emphasis will be put on understanding the complete partner account, their offerings, and their business models. Internally our main task is to enable our business to scale and grow revenue by levering our partner's market connections and ability to multiply the total number of sales cycles.
While the emphasis for this role will be to drive and develop business through partner management, we believe a key part of being successful here is a genuine interest in our products and our technology. A good technical understanding of IT in general, and IT security, along with an ambition to become the subject matter expert on our products and capabilities will be essential.
You will be working closely with several Keyfactor teams including sales, professional services, sales engineering, marketing, finance, and management, and the ability to create good personal relationships within the company will be essential to your success. We are a growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Channel Account Manager at Keyfactor we believe that these skills are inherit to who you are.
The position is based in the United States and can be performed remotely when necessary. Applicants must hold US citizen or US permanent resident status.
Responsibilities
Develop and execute the strategic joint business plan that will drive all aspects of the partner relationship.
Identify and develop key relationships within each partner account including executive, sales, marketing and technical within each partner account.
Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactor's accurate positioning within the partner community.
Work with the Keyfactor Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
Provide regular communication and transparency to promote the success of the partnership both internal and external
Lead regular business performance / relationship reviews with senior Keyfactor and partner management
Update the internal CRM system with activities and information as needed and aligned to senior management expectations
Maintain a commitment to the company's values processes and target visions.
Skills and Qualifications
5+ years experience in technical sales and Partner/Channels/Key Account Management
University degree in Business or Technology preferred
Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
Strong networking skills.
Excellent, clear and transparent communication skills and the ability to communicate across different cultures / geographic regions.
Advanced written and verbal communication skills including abilit
