Channel Account Manager - Northeastern US
Entrust Corp. - New York City, NY
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Career Growth, Flexibility and Collaboration!Entrust is dedicated to securing a world in motion by enabling trusted identities, payments, and data protection around the globe. Headquartered in Minnesota, we offer our colleagues the ability to work globally, in a flexible and collaborative environment. Our team makes an impact!! The Company: Entrust relies on curious, dedicated and innovative individuals whom anticipate the future and provide solutions for a more connected, mobile and secure world. Entrust''s technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. We Believe: Securing identities is most effective when we value all identities. We are committed to ensuring that, through diversity and inclusion, the many voices that make up our communities are heard. From unconscious bias training for managers to global affinity groups that create connections both within and across our enterprise, Entrust expects and encourages all individuals to accept and respect one another. And, of course, to be themselves.Position Overview: We are looking for an experienced, strategic, hands-on, highly motivated, Partner Focused channel sales professional to maintain and expand relationships with existing and new channel partners across the U.S. Northeast sales territory.The successful candidate will develop, nurture, and grow relationships with prospective and current partners. The Channel Account Manager will create and execute on joint business plans with these partners, as well as identify areas of potential sales growth and recruit new partners to capitalize on new revenue opportunities.The Channel Account Manager is responsible for driving partner initiated new and incremental business from prospective new logo targeted organizations and existing customer accounts within the region via channel partners, meeting or exceeding all sales quotas to achieve revenue goals. The position will organize, plan, direct, and coordinate all sales activities for partners within the defined U.S. sales territory with a focus on net new business.Responsibilities: Increase sales activity through channel partners in the Northeast region. Collaborate with channels'' sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, marketing support and other sales enablement/GTM activitiesGenerate partner-initiated revenue.Demonstrate a Sales/marketing orientation, with a high level of knowledge of the security market.Act as a business partner to partners and provide ''industry expert'' executive level selling practices while delivering clear differentiation, to identify sales opportunitiesEstablish and expand partner relationships, including those at the senior management level.Build trust and credibility with the partners and ensure effective communication between them and Entrust.Develop a pipeline of qualified sales prospects by working with a network of channel partnersCreate demand for Entrust products/services emphasizing the value of Entrust''s products, services and messaging.Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.Demonstrate a team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder communities: Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.Team with Professional Services and Business Development associates to deploy and execute account strategies and municate technical aspects of product and service offerings to customers and prospects. Follow-through and research technical/integration questions that may be outside your normal scope of knowledge.Negotiate partnership agreements to meet specific channel partner needs (e.g., pricing, support, professional services, etc.)Basic Qualifications Must be able to lawfully work within the US and have unrestricted work authorization for USDemonstrated a track record of proven success with partners in Northeast territoryStrong track record of success in generating partner-initiated revenuePartner sales orientation, with a high level of knowledge of the security market.Background in the IT security industry involving hardware and/or software Competent working with both IT Distribution and Reseller ChannelsFinancial acumen to be able to create financially sound sales strategiesAbility to develop senior level relationshipsHas the ability to demonstrate creative thinking and problem solvingCan present effectively to small and large groupsIs a highly motivated, results orientated goal achiever Competent with - quoting, reporting, and account based knowledgeOutlook (email/calendar/tasks)PowerPoint (presentation development)Successful track record of enabling and expanding ''sell thru'' and ''new'' sales opportunities through channel partnersExperience collaborating with channels'' sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, marketing support and other sales enablement/GTM activitiesClear understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand sales within partners.Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings. Able to communicate technical aspects of product and service offerings to customers and prospects. Disciplined to follow-through and research technical/integration questions that may be outside your normal scope of knowledge.Have a strong team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder communities: Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.Preferred Qualifications: Bachelor''s degree or equivalent.6 years of experience selling in a channel environment (prior experience working at a reseller/ partner a plus).Data Protection, HSM encryption/cryptography, identity, SSL, PKI experience is highly desirable.Key Performance IndicatorsAnnual sales revenue target - plan based on net new revenueQuarterly sales revenue targetProduction of and delivery against agreed business plan for region.Attendance of technical and sales training sessions.Regular partner meetings schedule.Execution against agreed personal development plan and delivery of actions thereinMarketing ROIAbout EntrustEntrust keeps the world moving safely by enabling trusted identities, payments and data protection around the globe. Today more than ever, people demand seamless, secure experiences, whether they''re crossing borders, making a purchase, or accessing corporate networks. With our unmatched breadth of digital security and credential issuance solutions, it''s no wonder the world''s most entrusted organizations trust us.For more information, visit Follow us on, LinkedIn, Facebook, Instagram, and YouTubeEntrust Corporation is an EOE/AA/Veteran/People with Disabilities employer.Vaccination for Covid-19 is currently a condition of employment for field service roles in the U.S. and designated workers in Canada, subject to accommodation for qualifying reasons (i.e., medical, religious, etc.) under applicable law. If you would like more information about accommodations, contact [Click Here to Email Your Resumé].For US roles, or where applicable: Entrust is an Equal Opportunity, Affirmative Action, Veteran, and People with Disabilities employer.Recruiter:Richa Srivastava[Click Here to Email Your Resumé]
Created: 2024-05-04