Channel Account Manager - West

Overview Join to apply for the Channel Account Manager - West role at Skyhigh Security. Since 2011, Skyhigh Security has provided a complete, market-leading security platform built on a modern cloud stack. Our products simplify data security through cloud-based, Zero Trust solutions that are managed in a single dashboard. We operate with a hybrid work model and emphasize learning, openness, and transparency. Role 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 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 channel and service partners to create strategic opportunities. About You 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 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; able to 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 Clari. Results-oriented with startup mindset; integrity, confidence, 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 are developed by teams that embrace diverse experiences and abilities. We offer a dynamic work environment with flexible work hours and family-friendly benefits to all employees, along with programs for recognition, learning, and team engagement. Retirement Plans Medical, Dental and Vision Coverage Paid Time Off Paid Parental Leave Support for Community Involvement Equal Employment Opportunity Skyhigh Security prohibits 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. Details Seniority level: Mid-Senior level Employment type: Full-time Job function: Sales and Business Development Industries: Software Development #J-18808-Ljbffr

Created: 2025-09-17