Job Description
About TrustwaveTrustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. We uncover threats that others can’t and respond quicker than others can to protect against the devastating impacts of cyberattacks. We’re a world-class team of cyber consultants, threat hunters and researchers serving clients in 96 countries. At Trustwave, you can learn alongside the best, make a personal impact on a global scale, and solve new challenges every day. Learn more about us at https://www.trustwave.com.
This position will cover the midwest region. Preferred locations are Chicago, IL, Minneapolis, MN, Columbus, OH or Cleveland, OH.
Trustwave is looking for a Channel Account Manager to join our sales team. Working closely with sales leadership and global channel management, this role is an outside channel sales position focused on driving sales and revenue for our industry leading security solutions through our Indirect, reseller, distribution, and referral partners. In this role, you will be responsible for recruiting, enabling and managing channel partners as well as creating channel programs to drive pipeline, sales and revenue growth.
Responsibilities:
- Develop Channel strategy and plan for our solutions in alignment with the global channel strategy and objectives. Develop new plan incorporating Indirect, Reseller, Distributor, and Referral partners into a high-growth channel ecosystem
- Identify, recruit, on board, enable and grow new channel partner relationships, per the strategy and plan
- Identify and develop joint “go-to-market” strategies and lead demand generation opportunities
- Define incremental opportunities, establishing targets for partner-initiated opportunities and well as net new customer generation.
- Be advocate for Channel partners within the region and within the global Channel program and community
- Work with partners to evangelize Trustwave solutions
- Achieve quarterly sales and revenue target as defined in compensation plan
- Be a channel subject matter expert that executes the company’s go to market channel strategy
- Develop and implement partner business plans with measurable KPIs and review quarterly with all strategic partners
- Act as your partner’s Trustwave GM/sales manager to drive partner sales and go to market activities
- Manage, plan, and execute all partner base activities
- Drive and measure sales and technical enablement plan for strategic partners
- “Go-to” team member within your assigned territory for all channel expertise and requirements
- Internal channel ambassador aligning strategic partners with Trustwave’s sales leadership
- Provide insights and ideas to constantly improve Trustwave’s channel programs and activities
- May perform other job duties as needed
- At least 3-7 years of extensive channel sales experience as a Channel Account Manager or similar position
- Cybersecurity experience or some level of security software/services knowledge is required
- Existing partner relationships with TSD, TA, Resellers, etc. is required
- Proven track record of meeting or exceeding sales goals with partners
- Proven track record of delivering incremental revenues through partners
- Excellent presentation and training skills
- Excellent oral and written communication skills
- Self-starter, independent thinker. Does not require day-to-day hands-on supervision
- Ability to create and execute successful channel strategies that will drive sales and revenue growth
- Ability to work effectively with field sales, marketing, operations, and finance organizations
- Creative problem-solving skills, strong business acumen, an understanding of group and corporate dynamics, integrity, and the demonstrated ability to employ sound judgment in complex situations
- Proven expertise in orchestrating the development of top-tier partners and establishing long-term mutually beneficial business relationships
- Proven experience in recruiting, enabling, and developing partners to execute Channel go to market strategy
- Consistent track record in exceeding partner-driven sales quotas and partner development goals and objectives
- Operate effectively in a highly matrixed organization
- Strong planning, time management and analytical skills
- Ability to work well under pressure and to manage multiple initiatives to tight deadlines
- Strong sales, relationship building and results orientation
- Demonstrated success in account development, relationship building, ability to work at multiple levels
- End user sales experience, record of achieving and exceeding revenue and recruitment goals
- Experience using Salesforce.com for opportunity management, activity tracking and reporting
- Strong Follow up skills and drive to be successful
- Ability to travel approximately 25%
- A high school diploma or equivalent is required; a college or university degree is a plus.
Trustwave is an Equal Opportunity Employer. We're committed to treating everyone with respect, one of our core TRUST Values, and strive to create a culture that empowers all Trustees to be their best, most authentic selves. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other federally protected class.
To All Agencies:
Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave’s policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.
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