Channel Account Manager - East

📋 Description

• • As a Channel Account Manager for the East region at Menlo Security Inc., you will be at the forefront of driving our company's success in the North American market. This pivotal role involves cultivating and expanding our partner ecosystem, ensuring that our innovative security solutions reach a broader audience and exceed sales targets.
• • You will be instrumental in shaping and executing a comprehensive channel strategy tailored for the East region, encompassing resellers, referral partners, and distributors. This strategy must align seamlessly with Menlo Security's overarching corporate channel objectives, fostering a unified approach to market penetration.
• • Your primary responsibility will be to own and nurture the partner ecosystem within your designated East region. This includes identifying, recruiting, and actively engaging new partners, as well as enabling existing ones to maximize their potential and drive incremental business.
• • A key aspect of this role is ensuring consistency in the execution of Menlo Security's channel sales strategy. You will be responsible for regular, accurate reporting to both Regional and Global Channel leaders, providing critical insights into performance, market trends, and partner engagement.
• • You will be tasked with recruiting and managing a portfolio of channel partners, with a clear mandate to achieve and surpass regional channel sales targets, as well as contributing significantly to the overall regional sales numbers.
• • A significant portion of your role will involve acquiring net new business and logo wins. This will be achieved through close collaboration with Field Sales Representatives and Sales Engineers within the region, ensuring effective technical onboarding and enablement of partners to confidently represent and sell Menlo Security's offerings.
• • You will work closely with Sales Operations to manage and report on key regional performance metrics. This involves defining Key Results (KRs) and ensuring that data is accurately tracked and analyzed to inform strategic decisions and identify areas for improvement.
• • A crucial part of enabling our partners involves educating them on Menlo Security's cutting-edge platform capabilities. This will be accomplished through various methods, including in-person meetings, virtual events, and tailored training sessions, ensuring partners are equipped with the knowledge and skills to effectively position and sell our solutions.
• • You will be responsible for developing and presenting the East Partner Strategy Plan, outlining the vision, objectives, and tactical execution for the region.
• • Creating and implementing an effective East Partner Onboarding and Enablement Plan will be a key deliverable, ensuring new partners are quickly integrated and existing partners are continuously developed.
• • You will also contribute to the development of the East Marketing Strategy, working with marketing teams to create demand generation initiatives that support channel partners and drive pipeline growth.
• • Furthermore, you will be responsible for developing and curating East Enablement Materials, providing partners with the necessary collateral, presentations, and resources to succeed.
• • This role demands a proactive, self-starter attitude with exceptional relationship-building skills. You will need to be highly organized, adaptable, and possess a genuine passion for your work, applying this enthusiasm to both daily tasks and long-term strategic projects.
• • Collaboration and a team-oriented mindset are essential, as you will be working closely with internal sales teams, marketing, operations, and external partners to achieve shared goals.
• • Strong problem-solving capabilities will be required to navigate the complexities of channel management and overcome obstacles to success.
• • You will be expected to take initiative and approach all tasks and projects proactively, demonstrating a commitment to driving results and continuous improvement.
• • The ability to prioritize and complete multiple tasks efficiently with minimal supervision is critical in this fast-paced environment.
• • Intellectual curiosity, humility, accountability, and a positive approach are highly valued attributes that contribute to a successful and collaborative work environment.
• • Ultimately, your success will be measured by your ability to build and maintain a thriving channel program in the East region, contributing significantly to Menlo Security's overall growth and market leadership in cybersecurity.