[Remote] Channel Account Manager ( Identity and Access Management)

Note: The job is a remote job and is open to candidates in USA. One Identity is a company that enables organizations to secure, manage, and analyze information and infrastructure. They are seeking an experienced Channel Account Manager to develop and manage the Channel Strategy in line with their EMEA Channel Strategy, focusing on building relationships with partners and driving marketing activities.

Responsibilities

• Establish and maintain fruitful, professional relationships with strategic personnel in territory partner accounts
• Coordinate the involvement of field sales, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations
• Proactively assess, clarify, and validate partner needs on an ongoing basis
• Source and Sell through partner organization to end users in coordination with partner sales resources, developing a qualified sales pipeline through the partner existing client base
• Maintain a sales forecast across partners having deal visibility of all opportunities
• Manage potential channel conflict with other sales channels through strict adherence to channel rules of engagement
• Ensure partners within the territory reach and maintain the appropriate certification required in the partner program, managing and reporting on partner success
• Drive adoption of company programs among partners in territory
• Tracks registered opportunities through partners
• Closely coordinate company executive involvement with partner and end-user customer management as necessary
• Engage partners through business planning ensuring all relevant people are involved and executing on all the aspects, including marketing and event organization in coordination with One Identity sales and marketing team and creating joint campaigns and demand creation initiatives
• Be able to articulate on One Identity messaging across the entire product portfolio also presenting in seminars or public speaking situations and to train partners sales team on key sales messages

Skills

• Proven experience in channel sales, minimum 5 years
• Strong Channel experience working with VAR's and SI' and MSSP's
• Sales experience with “hunter” mentality
• Complete understanding of partner network within the Nordic market
• Proven track record of developing and maintaining partner relationship
• Excellent communication-, negotiation-, influencing skills
• Energized, productive & efficient > very high activity levels
• Self-starter & high level of self-awareness
• Hands-on and can-do mentality
• Team player and able to work managing priorities, targets and tasks
• Confident in articulating and speaking at all level
• Willing to learn and study at any time new messages

Benefits

• Our team members’ health and wellness is our priority as well as rewarding them for their hard work.
• We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

Company Overview