Channel Account Manager

Channel Account Manager – ANZ North – NSW, ACT, QLD, NT (Sydney based applicants Only)

The Channel Account Manager (CAM) managing our ANZ Northern region- NSW, ACT, QLD, NT responsibilities include working within the sales team to promote and sell network security products within a geographic territory. The CAM is responsible for supporting assigned WatchGuard partners in the assigned territory and will be responsible for active channel partners. The CAM will be responsible for demonstrating, quoting, training, lead generation and follow-up, event support, and the forecasting and tracking for their assigned partners. The CAM will report to the Regional Director and work to assure territory quota attainment, in addition to joining with the sales and field marketing teams in the territory. Success in this position will be measured by meeting successful transaction, growth, and retention goals with the assigned partners. The CAM will keep up-to-date knowledge of the industry and the competitive posture of the company, as well as prepare activity and forecast reports as requested.

Position Responsibilities

• Strive towards the territory new business quota attainment, and growth/development of active partners.
• Net growth for WatchGuard One Certifications in the territory
• Partner Relationship Management: Develop and maintain strong relationships with strategic partners, including Managed Security Service Providers (MSSPs), resellers, integrators, and technology partners. Serve as the main point of contact for partner organizations, understanding their needs, and fostering collaborative partnerships.
• Account Management: Serve as a trusted advisor to partners, understanding their business goals, and aligning them with the company's cybersecurity solutions. Collaborate with partners to develop joint business plans, set targets, and track progress. Regularly engage with partners to provide support, resolve issues, and ensure partner satisfaction.
• Partner Enablement: Enable partners to effectively promote and sell cybersecurity solutions. Provide training, resources, and tools to enhance partners' knowledge of the company's products and services. Support partners in developing their go-to-market strategies, including sales training, marketing campaigns, and product demonstrations.
• Sales Support: Work closely with partners to drive sales opportunities and revenue growth. Collaborate with the sales team to identify and pursue new business opportunities through partner channels. Provide guidance on sales strategies, pricing, and negotiation. Monitor partner sales pipelines and provide sales support as needed.
• Collaboration and Communication: Foster effective communication and collaboration between internal teams and partner organizations. Liaise with cross-functional teams such as sales, marketing, product management, and technical support to ensure seamless cooperation. Facilitate regular meetings, business reviews, and joint planning sessions with partners.
• Technical Guidance: Provide high level technical guidance and support to customers, helping them with high level demonstration and product benefit.

Skills And Qualifications

• Experience with two-tier/channel sales ecosystem required
• Experience in network/cyber security space preferred
• History of sales excellence with national partner accounts and major accounts
• History of consistent plan development and quota achievement
• Strong presentation and written skills
• Ability to self-manage and work remotely – in addition working from the local Sydney office 2-3 times a week where necessary.
• Must be in assigned territory – Sydney, New South Wales.
• Familiarity with Salesforce or similar CRM

Experience

• 4+ years experience in direct and indirect sales in related industry
• Bachelor’s degree or equivalent training in business, sales, or IT.
• Understanding and demonstrating the fundamentals of IT related products and services.