Channel Account Manager

Job Description: 

We are looking for an enthusiastic and self-motivated seasoned Channel Account Manager to maximize Cavirin’s revenue potential through recruitment, development, and management of our world-wide partner network.  Seeking an individual with a strong channel and sales background from a solution selling or security software environment.

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The Role:

As a people-oriented channel account manager, you will win, maintain, and expand revenue-generating relationships with our channel partners across the globe.  Success metrics (KPIs) include sales, profitability/margin, and partner recruitment/training.   The channel account manager reports to the VP of Inside Sales.

You Will:

  • Be the key individual in recruiting and developing new channel partners, by clearly articulating Cavirin’s business and technology advantages.
  • Develop individualized channel engagement plans that outline the sales, marketing, and training required to maximize revenue and satisfy end-user requirements.

You Are Responsible For:

  • Establishing productive, professional relationships with key personnel in assigned partner accounts.
  • Coordinating the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
  • Implementing channel marketing plans (product/placement/promotional) and providing feedback on success and areas for improvement.
  • Meeting assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
  • Proactively leading a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
  • Proactively assessing, clarifying, and validating partner needs on an ongoing basis.
  • Managing potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
  • Leading solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
  • Ensuring partner compliance with partner agreements.
  • Driving adoption of company programs among select partners.
  • Proactively identifying, recruiting, and maintaining qualified partners.

Performance Metrics:

  • Achieves assigned sales quota in designated partner accounts.
  • Meets assigned expectations for profitability.
  • Develops partner account plans that meet company standards.
  • Maintains high partner satisfaction ratings that meet company standards.
  • Partners complete required training and account development objectives within assigned timeframes.

Requirements:

  • Strong selling and communication skills (written and oral).
  • Experience with a CRM system (preferably Salesforce.com)
  • Conversational knowledge and experience with security, IP networking, DevOps concepts, the public cloud (AWS, Azure, Google), SaaS delivery models, Windows, Linux and virtualization such as VMware.
  • Able to work full-time on-site at Cavirin’s Santa Clara HQ.
  • Travel up to 33%.
  • You must have the right to live and work in the United States to apply for this role.  At this time Cavirin cannot handle H-1B visa transfers between employers.
  • Quick learner in understanding the application of Cavirin’s technology to partner portfolios and markets
  • Bachelor’s degree
  • 5+ years-experience working in a channel sales or channel management role in a security software product or solution sales environment

What’s in it for you:

  • Opportunity for career growth
  • Competitive salary
  • Full health, dental, vision, life and disability insurance 
  • 401(k) matching
  • Equity

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Cavirin provides security management across physical, public, and hybrid clouds, supporting AWS, Microsoft Azure, Google Cloud Platform, VMware, KVM, and Docker.