Channel Account Manager (East or West)

📋 Description

• • As a Channel Account Manager at Prophet Security, you will be instrumental in driving our go-to-market strategy through strategic channel partnerships. Reporting directly to the Head of Channels and Alliances, your primary responsibility will be to cultivate and expand our network of value-added resellers (VARs), systems integrators, and strategic software partners. This role is pivotal in building a robust sales pipeline and generating significant channel revenue, with a strong emphasis on identifying and onboarding new, high-potential channel relationships.
• • You will serve as the primary liaison between Prophet Security and our assigned channel partners, fostering strong, productive, and professional relationships with key sales and channel personnel within their organizations. This involves understanding their business objectives and aligning Prophet Security's solutions to meet their needs and drive mutual success.
• • A key aspect of your role will be to develop and execute comprehensive partner enablement initiatives. This includes delivering in-depth product training, equipping partners with compelling competitive positioning, developing effective sales plays, and providing them with essential enablement content. The goal is to ensure our partners are fully equipped to represent and sell Prophet Security's innovative Agentic AI SOC Platform.
• • You will be responsible for equipping our channel partners with the necessary tools, resources, and joint go-to-market support required to effectively generate pipeline and accelerate revenue growth. This proactive approach ensures our partners have everything they need to succeed in selling our solutions.
• • A critical function of this role is to coordinate the seamless involvement of Prophet Security's internal resources, including technical support, customer service, and management teams. This ensures that partner performance objectives are met and that we consistently exceed partner expectations, creating a highly supportive ecosystem.
• • You will actively engage in selling through our partners' organizations to reach end-users, working collaboratively with their sales teams. This symbiotic approach leverages the strengths of both Prophet Security and our partners to maximize market penetration and customer acquisition.
• • You will be tasked with meeting and exceeding assigned targets for profitable sales volume and achieving strategic objectives within your designated partner accounts. Performance will be measured by your ability to drive consistent and profitable growth through the channel.
• • Effectively managing direct/channel conflict is crucial. You will foster excellent communication and collaboration between Prophet Security's direct sales teams and our channel partners to ensure a unified and positive market presence, preventing internal competition from hindering external success.
• • Ensuring partner compliance with all Channel Partner programs and agreements is a fundamental responsibility. This includes adherence to contractual obligations, program guidelines, and reporting requirements.
• • You will actively participate in a structured partner planning process. This involves developing mutual performance objectives, setting clear financial targets, and defining critical milestones that underpin a productive and long-term partner relationship.
• • A significant part of your role will be identifying potential partner GTM (Go-to-Market) strategies and services offerings. You will collaborate with partner sales resources, marketing teams, and other stakeholders to develop and launch joint offerings that drive incremental revenue and expand market reach.
• • Building strong relationships with technology vendors is also a key objective. This will enable the identification of mutual greenfield opportunities where shared partners can be leveraged for joint success.
• • You will maintain accurate channel opportunity registrations and provide essential support to the Prophet Security sales team in closing leads generated by our channel partners, ensuring a smooth and efficient sales cycle.
• • Planning and executing impactful Channel Marketing activities and events is vital for supporting brand awareness and demand generation initiatives within the strategic partner group. This includes co-marketing efforts and joint promotional campaigns.
• • The role requires the ability to travel to and from customer and partner meetings, both locally and nationally, up to 50% of the time, to foster relationships and drive business development.
• • This position offers a unique opportunity to shape the future of cybersecurity sales through strategic channel development in a rapidly growing startup environment, contributing directly to Prophet Security's mission of empowering defenders with AI-driven solutions.