Channel Account Manager I (MSP - WEST)

Summary

The Channel Account Manager manages ESET MSP/MSSP Partner relationships and is responsible for accelerating partner business while driving incremental revenue to ESET business.

Job Description

FUNCTIONAL RESPONSIBILITIES AND DUTIES

• Responsible for understanding, managing, and developing complex partners and difficult-to close sales, building trusted relationships with partner reps, owners, and stakeholders; includes creative problem-solving and conflict resolution.
• Ensure partners are aware of ESET’s latest portfolio with consistent check-ins and partner feedback including training and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools.
• Achieve monthly and annual revenue and KPIs targets.
• Creating and executing Business Plans with strategic Partners including metrics and goals, marketing plans collaborating with partner marketing and product roadmaps with sales engineers.
• Update and track pipeline activities for partners in ESET CRM.
• Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions.
• Conduct joint onsite end-user sales calls with partner to ensure timely closure of business.
• Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested.
• Other duties as assigned by management.
  
  

**This is a remote position open to candidates located in CA, NV, UT, CO, NM,TX or AZ**

Requirements

Education:

• Degree or equivalent is desirable, preferably in IT or cyber related subject
• Be available for 20-30% travel
• Proficient in Salesforce CRM
  
  

Experience:

• 5 years B2B Sales
• 5-7 years of MSP and/or MSP channel management experience.
  
  

Knowledge:

• Must have experience in SaaS: Cybersecurity background preferred.
• Must have intermediate technical knowledge in Cybersecurity and be technically savvy
• Advanced understanding business development, with the ability to implement go-to-market strategies with third parties.
• Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact.
• Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships.
• Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer.
• Extensive Channel Management, Training, and Channel Development Experience.
• Proficiency in Microsoft Office products (Word, Excel, PowerPoint)
  
  

Salary Range: $80,000-$90,000 plus variable compensation

Language:

• English – B2
  
  

Communication:

• N/A
  
  

Managerial skills:

• N/A
  
  

Personal characteristics:

• Good self-management, time management and organizational skills
• Must have a deep sense of urgency
• Can approach all situations with polite candor
• Can do attitude with ability to think creatively
  
  

At ESET, diversity, equity, and inclusion (DEI) are integral to our corporate culture. We believe in creating a respectful environment, where everyone feels valued and respected, welcoming applications from individuals of all backgrounds, including race, gender, age, religion, disability, and sexual orientation.