Senior Channel Account Manager

Responsibilities

• Increase sales activity through channel partners in the Northeast region
• Collaborate with channels’ sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, marketing support and other sales enablement/GTM activities
• Generate partner-initiated revenue
• Demonstrate a Sales/marketing orientation, with a high level of knowledge of the security market
• Act as a business partner to partners and provide “industry expert” executive level selling practices while delivering clear differentiation, to identify sales opportunities
• Establish and expand partner relationships, including those at the senior management level
• Build trust and credibility with the partners and ensure effective communication between them and Entrust
• Develop a pipeline of qualified sales prospects by working with a network of channel partners
• Create demand for Entrust products/services emphasizing the value of Entrust’s products, services and messaging
• Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment
• Demonstrate a teamwork ethic
• Ability to collaborate, communicate and engage with wider internal stakeholder communities:
  Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations
• Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage
• Communicate technical aspects of product and service offerings to customers and prospects
• Follow-through and research technical/integration questions that may be outside the scope of knowledge
• Negotiate partnership agreements to meet specific channel partner needs

• Must be able to lawfully work within the US and have unrestricted work authorization for US
• Demonstrated a track record of proven success with partners in Northeast territory
• Strong track record of success in generating partner-initiated revenue
• Partner sales orientation, with a high level of knowledge of the security market
• Background in the IT security industry involving hardware and/or software
• Competent working with both IT Distribution and Reseller Channels
• Financial acumen to be able to create financially sound sales strategies
• Ability to develop senior level relationships
• Can present effectively to small and large groups
• Successful track record of enabling and expanding ‘sell thru’ and ‘new’ sales opportunities through channel partners
• Experience collaborating with channels’ sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, marketing support and other sales enablement/GTM activities
• Clear understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand sales within partners
• Competent with  – quoting, reporting, and account based knowledge
• Outlook (email/calendar/tasks)
• PowerPoint (presentation development)