Channel Account Manager I (MSP)

Summary

The Channel Account Manager manages ESET Partner relationships and is responsible for accelerating partner business while driving incremental revenue to ESET business. This individual works with the ESET Inside Channel Sales Team to establish, grow, and manage key partner relationships.

Job Description

FUNCTIONAL RESPONSIBILITIES AND DUTIES

• Achieve monthly and annual revenue and KPIs targets. Analyze MSP market, identify MSP/MSSP Partner targets, Existing partner growth opportunities.
• Perform profiling of partners, identify opportunity for growth and risk of potential churn
• Communicate with partners to share product/service offerings and gather product requirements
• Pro-actively manage assigned MSP/MSSP accounts
• Partner business planning and development; creating a Business Plan with strategic Partners including metrics and goals.
• Update and track pipeline activities for partners in ESET CRM.
• 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.
• Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions.
• Recruit, train, and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools.
• Delivers partner recruitment presentations to pitch Partner Program and create joint value proposition between ESET and partners
• Contacts and visits prospective MSP/MSSP customers to determine technology needs & ESET product fits; can be with Partner reps or direct prospecting
• Conduct joint onsite end-user sales calls with partner to ensure timely closure of business.
• Work with partner marketing to develop partner marketing programs for ESET partners; outline of programs to match and be part of the Business Plan
• Work in tandem with the territory’s inside and technical teams to build & close your pipeline.
• Conduct Quarterly Business Reviews (QBRs) with select Partners; include updates to Business Plan, review year-to-date revenue results, and more.
• Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested.
• Remain knowledgeable and current of company’s products/services to facilitate sales efforts
• 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 channel management experience
  
  

Knowledge:

• Advanced understanding of the basics of business development, with the ability to implement go-to-market strategies with third parties.
• Excellent presentation, written, and verbal communications kills.
• 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.
• Ability to close business while achieving a high level of customer and partner satisfaction.
• 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
  
  

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.