Channel Account Manager - APJ

POSITION SUMMARY:

This is a senior-level Individual Regional Channel role to build and lead Securonix (SX) efforts to engage, manage, and grow relationships with partners assigned within the ASEAN & ANZ

territory. A territory will include regional and country solution providers (partners) as a main and daily focus.

POSITION RESPONSIBILITIES:

• Manage, educate and enable partners within assigned territory.
• Manage deal registrations, forecast monthly sales and identify new business opportunities from partner sellers.
• Proactively manage and support partners, as appropriate to their business model.
• Engage in joint marketing activities and events, be on sight with key partners for trainings, events, etc. (Travel required 50%)
• Identify prospects for joint engagement to grow pipeline of partner-sourced opportunities.
• Engage with and support sales activities to generate revenue.
• Enable partner personnel (as appropriate) for sales activities, and manage enablement for pre-sales, POCs, and implementation services with the appropriate SX teams.
• Educate about product portfolio and opportunity identification
• Be the business manager between key partners and Securonix. Engage the partner sales teams and leadership with Securonix senior management, sales and technical teams
• Introduce and engage SX senior leadership (CRO, CTO, CEO, COO, VP) Channel Sales, to build productive business relationships with influential Partner senior leaders
• Work with marketing team to develop partner marketing and promotion plans to increase brand awareness and loyalty
• Evaluate partner sales performance and recommend actions to increase revenues
• Address partner related issues, sales conflicts and pricing issues in an urgent manner
• Create and execute business plans to meet sales goals, specifically new business goals

REQUIRED SKILLS:

• Develop and execute personal learning plan to stay current on competitive offerings and Securonix solutions for UEBA, Next Gen SIEM, SOAR, TIP and Security Data Lakes
• 7-10 years experience in sales, with minimum 5 years in channel sales positions
• BS/BA with 5 to 10 yrs. experience in the security industry and/or a channel sales career.
• Demonstrated proficiency in MS Excel, PowerPoint and experience developing & delivering compelling partner value propositions.
• Exceptional communication and interpersonal skills; must be a strong team player.
• Demonstrated track record of delivering new business results with partner community
• Ability to interact with senior level management within and outside of the organization.