Note: The job is a remote job and is open to candidates in USA. ESET is a cybersecurity company seeking a Channel Account Manager to manage MSP/MSSP Partner relationships. The role involves driving partner business, achieving revenue targets, and developing strategic business plans with partners.
Responsibilities
- 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
- Ensure partners are aware of ESET’s latest portfolio with consistent check-ins and partner feedback including training and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools
- Achieve monthly and annual revenue and KPIs targets
- Creating and executing Business Plans with strategic Partners including metrics and goals, marketing plans collaborating with partner marketing and product roadmaps with sales engineers
- Update and track pipeline activities for partners in ESET CRM
- Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions
- Conduct joint onsite end-user sales calls with partner to ensure timely closure of business
- Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested
- Other duties as assigned by management
Skills
- Degree or equivalent is desirable, preferably in IT or cyber related subject
- Be available for 20-30% travel
- Proficient in Salesforce CRM
- 5+ years B2B Sales
- 5-7 years of MSP and/or MSP channel management experience
- Must have experience in SaaS: Cybersecurity background preferred
- Must have intermediate technical knowledge in Cybersecurity and be technically savvy
- Advanced understanding business development, with the ability to implement go-to-market strategies with third parties
- 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
- Extensive Channel Management, Training, and Channel Development Experience
- Proficiency in Microsoft Office products (Word, Excel, PowerPoint)
- English – B2
- Good self-management, time management and organizational skills
- Must have a deep sense of urgency
- Can approach all situations with polite candor
- Can do attitude with ability to think creatively
Company Overview
ESET provides cybersecurity solutions to protect users from digital threats. It was founded in 1987, and is headquartered in Bratislava, Bratislava, SVK, with a workforce of 1001-5000 employees. Its website is https://www.eset.com/int.