Trellix
Overview
Job Title:
Channel Account Manager About Skyhigh Security:
Skyhigh Security is a dynamic, fast-paced cloud company that leads in the security industry. Our mission is to protect the world’s data, and we value learning, openness, and transparency. Since 2011, we provide a complete security platform built on a modern cloud stack. Our products simplify data security with cloud-based, Zero Trust solutions managed in a single dashboard. We have offices worldwide and a team that is the heart of our company. We embrace a hybrid work model and offer opportunities for growth, learning, and collaboration. Role Overview:
The Channel Account Manager will drive net new sales and incremental bookings of existing and new accounts for Skyhigh Security products, solutions, and services through channel partners, systems integrators, MSPs, distributors, and OEM providers. The role requires deep knowledge of security technologies, competitive landscape, and the ability to deliver tailored solutions that create value for customers. The Channel Account Manager develops channel partner opportunities, evaluates customer requirements, and creates tailored customer solutions that lead to new bookings. Responsibilities
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. Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements. Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities. Work closely with partners and customers to drive POCs and POVs. Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities. Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships. Develop relationships internally with key stakeholders. Engage and present at multiple levels within a partner account including customer stakeholders. Develop account and opportunity plans to improve channel partner strategy. Maintain partner and customer satisfaction. Develop relationships with our channel and service partners to create strategic opportunities. Qualifications
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. Experience generating partner-enabled sales opportunities; strong prospecting skills, ability to build channel sales pipeline, and a track record of achieving quarterly channel sales quotas. Ability to manage the sales process (MEDDPICC) and negotiate contracts. Deep knowledge of customer requirements and security challenges. Strong business acumen and ability to build channel partner and customer relationships; able to interpret and execute opportunities within complex organizations. Ability to engage presales and professional services teams at multiple stages of the sales cycle, including implementing POCs and POVs. Strong relationships with channel partners and system integrators. Excellent presentation skills. Working knowledge of consultative sales methodologies, preferably MEDDPICC. 3-5 years’ experience with Salesforce and Clari. Results-oriented, startup mindset; integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savviness, and financial acumen (business case/ROI). Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting. Company Benefits and Perks
We believe the best solutions come from diverse teams. We offer flexible work hours and family-friendly benefits to all employees, along with opportunities for growth. Benefits include: Retirement Plans Medical, Dental and Vision Coverage Paid Time Off Paid Parental Leave Support for Community Involvement We are committed to a workplace free from discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation, or any other legally protected status.
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Job Title:
Channel Account Manager About Skyhigh Security:
Skyhigh Security is a dynamic, fast-paced cloud company that leads in the security industry. Our mission is to protect the world’s data, and we value learning, openness, and transparency. Since 2011, we provide a complete security platform built on a modern cloud stack. Our products simplify data security with cloud-based, Zero Trust solutions managed in a single dashboard. We have offices worldwide and a team that is the heart of our company. We embrace a hybrid work model and offer opportunities for growth, learning, and collaboration. Role Overview:
The Channel Account Manager will drive net new sales and incremental bookings of existing and new accounts for Skyhigh Security products, solutions, and services through channel partners, systems integrators, MSPs, distributors, and OEM providers. The role requires deep knowledge of security technologies, competitive landscape, and the ability to deliver tailored solutions that create value for customers. The Channel Account Manager develops channel partner opportunities, evaluates customer requirements, and creates tailored customer solutions that lead to new bookings. Responsibilities
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. Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements. Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities. Work closely with partners and customers to drive POCs and POVs. Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities. Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships. Develop relationships internally with key stakeholders. Engage and present at multiple levels within a partner account including customer stakeholders. Develop account and opportunity plans to improve channel partner strategy. Maintain partner and customer satisfaction. Develop relationships with our channel and service partners to create strategic opportunities. Qualifications
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. Experience generating partner-enabled sales opportunities; strong prospecting skills, ability to build channel sales pipeline, and a track record of achieving quarterly channel sales quotas. Ability to manage the sales process (MEDDPICC) and negotiate contracts. Deep knowledge of customer requirements and security challenges. Strong business acumen and ability to build channel partner and customer relationships; able to interpret and execute opportunities within complex organizations. Ability to engage presales and professional services teams at multiple stages of the sales cycle, including implementing POCs and POVs. Strong relationships with channel partners and system integrators. Excellent presentation skills. Working knowledge of consultative sales methodologies, preferably MEDDPICC. 3-5 years’ experience with Salesforce and Clari. Results-oriented, startup mindset; integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savviness, and financial acumen (business case/ROI). Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting. Company Benefits and Perks
We believe the best solutions come from diverse teams. We offer flexible work hours and family-friendly benefits to all employees, along with opportunities for growth. Benefits include: Retirement Plans Medical, Dental and Vision Coverage Paid Time Off Paid Parental Leave Support for Community Involvement We are committed to a workplace free from discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation, or any other legally protected status.
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