Skyhigh Security
Channel Account Manager - Central
Skyhigh Security
is a dynamic, fast‑paced cloud company that leads the security industry. Our mission is to protect the world’s data, and we live and breathe security. We value learning, openness and transparency.
Role Overview The Channel Account Manager – Central will drive net‑new sales and incremental bookings of our complex suite of Skyhigh Security products, solutions, and services through channel partners, system integrators (MSPs), distributors and OEM providers. The role requires an in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The manager is responsible for developing partner opportunities, evaluating customer requirements, and creating tailored 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 to 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 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; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.
Strong sales background with the ability to manage the sales process (MEDDPICC) and negotiate contracts.
Deep knowledge of the customer’s requirements and security challenges.
Strong business acumen and ability to build channel partner and customer relationships; must be able to interpret and execute opportunities within complex organizations.
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.
Strong relationships with channel partners and system integrators.
Must possess excellent presentation skills.
Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
3‑5 years’ experience with Salesforce and Clari.
Results‑oriented, start‑up mindset, integrity, confidence, patience, perseverance, interpersonal skills, self‑awareness, tech savvy, financial acumen (business case/ROI).
Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.
Compensation Base Salary: $160,000 – $190,000. On‑Target Earnings (OTE): $270,000 – $320,000. Compensation may also include long‑term incentives and is subject to company policy.
Company Benefits and Perks
Retirement Plans
Medical, Dental, and Vision Coverage
Paid Time Off
Paid Parental Leave
Support for Community Involvement
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We prohibit 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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is a dynamic, fast‑paced cloud company that leads the security industry. Our mission is to protect the world’s data, and we live and breathe security. We value learning, openness and transparency.
Role Overview The Channel Account Manager – Central will drive net‑new sales and incremental bookings of our complex suite of Skyhigh Security products, solutions, and services through channel partners, system integrators (MSPs), distributors and OEM providers. The role requires an in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The manager is responsible for developing partner opportunities, evaluating customer requirements, and creating tailored 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 to 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 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; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.
Strong sales background with the ability to manage the sales process (MEDDPICC) and negotiate contracts.
Deep knowledge of the customer’s requirements and security challenges.
Strong business acumen and ability to build channel partner and customer relationships; must be able to interpret and execute opportunities within complex organizations.
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.
Strong relationships with channel partners and system integrators.
Must possess excellent presentation skills.
Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
3‑5 years’ experience with Salesforce and Clari.
Results‑oriented, start‑up mindset, integrity, confidence, patience, perseverance, interpersonal skills, self‑awareness, tech savvy, financial acumen (business case/ROI).
Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.
Compensation Base Salary: $160,000 – $190,000. On‑Target Earnings (OTE): $270,000 – $320,000. Compensation may also include long‑term incentives and is subject to company policy.
Company Benefits and Perks
Retirement Plans
Medical, Dental, and Vision Coverage
Paid Time Off
Paid Parental Leave
Support for Community Involvement
We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We prohibit 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.
#J-18808-Ljbffr