Channel Account Manager - West

OverviewJob Title: Channel Account Manager - WestRole Overview: The Channel Account Manager - West will be responsible for driving net new sales and incremental bookings of existing and new accounts for a complex suite of Skyhigh Security products, solutions, and services through channel partners, systems integrators, MSPs, distributors and OEM providers. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Channel Account Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.About Skyhigh SecuritySkyhigh Security is a dynamic, fast-paced cloud company and a leader in the security industry. Our mission is to protect the world’s data, and we live and breathe security. We value learning at our core, underpinned by openness and transparency. Since 2011, we have provided a complete, market-leading security platform built on a modern cloud stack. Our products simplify data security through easy-to-use, cloud-based, Zero Trust solutions managed in a single dashboard. We have offices worldwide and a hybrid work model that offers flexibility and freedom.Follow us on LinkedIn and Twitter for updates.ResponsibilitiesCreate 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.About You5-15 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 proven 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; interpret and execute opportunities within complex organizations.Ability to engage presales and professional services 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 ClariResults-oriented with 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, pany Benefits and PerksWe believe the best solutions are developed by teams that embrace diverse experiences and abilities. We offer a dynamic workplace with flexible work hours and family-friendly benefits to all employees.Retirement PlansMedical, Dental and Vision CoveragePaid Time OffPaid Parental LeaveSupport for Community InvolvementWe 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

Created: 2025-09-17