Channel Account Manager

Positive and aggressive Channel Account Manager to help us build and maintain our partner business with a set of focused partners in the assigned territory. Must be able to work with our key partners to accelerate the growth of our business.

You will have the opportunity to use your Channel management & Business Development skills to execute our GTM strategy to make an impact to the market through our key / strategic partners. You should be knowledgeable about the channel ecosystem and dynamics of this market segment.

You are required to be a team player to establish excellent working relations with the internal teams as well as with the assigned Partners.

Responsibilities:

Business:

• Execute a joint business plan with our key partners & manage a 360 degree relationship with them.
• Be accountable for the success of the partnership through achievement of business objectives, including revenue goals, technical upskilling of partners, driving joint GTM initiatives and demonstrating year on year growth with the assigned partners.
• Work with the assigned partners in increasing the coverage, expanding partner capacity and increasing partner capability through enablement and activation.
• Own the action for effective utilization of MDF & Co-op investment for joint GTM & demand generation. Drive partner loyalty & mutual trust through continuous liaison & demonstrated joint success. Scope and prioritize joint marketing activities based on business and customer impact.
• Co-ordinate sales and technical workshops for new CP solutions. Ensure continuous interlocks between the Check Point and Partner sales and technical teams.
• Develop / execute product pricing and positioning strategies
• Responsible for driving overall expected revenue targets through the assigned partners as well as exceeding the pre-defined qualitative business parameters. Help Partner sales and presales teams on their pipeline creation & progression.

Operations:

• Regular (weekly) review of partner performance and activities to deepen joint execution. Maintain & facilitate Executive connects
• Overall Ownership of the assigned partners, including revenue and pipeline management.
• Manage transactional efficiencies and order cycles.
• Maintain Operational Hygiene, cadence protocols, QBRs, sales interlocks, etc.
• Help partners address customer queries and ensure customer satisfaction. Front end sales cycles jointly with partners wherever required and own up the business through the white space accounts of the assigned partners.

• Overall work experience of 8 to 10 years, with a minimum of 4 to 6 years in Channel / Strategic Alliances management (Cyber Security experience preferred). Customer focus & direct sales will be an added advantage
• Proficient in English. Excellent written and verbal communication skills
• Be able to work in a fast paced business environment. Team Player with excellent relationship building skills. Skilled at working effectively with cross functional teams
• Meticulous and flawless execution capability. Results orientated, motivated by success, achievement and ability to multi-task
• Hands on knowledge in the Cyber Security domain
• Strong presenter with effective negotiation skills. Strong problem-solving skills