Channel Account Manager

Who is Forcepoint

Forcepoint simplifies security for global businesses and governments. Forcepoint's all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you're in the right place we want you to bring your own energy to help us create a safer world. All we're missing is you!

• Develop and drive the partner strategy across Forcepoint's top tier focus partners in West and Enterprise, SMB's & Mid-Market Sector.

• Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required

• Recruit, onboard, and enable new partners to expand Forcepoint's market coverage

• Drive joint business planning sessions to align partner capabilities with Forcepoint's objectives.

• Manage regional distribution activities as necessary including local cadence

• Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers

• A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement

• Manage partner pipeline, cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint

• Maintain accurate partner forecasts, pipeline visibility, and reporting within CRM

• Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers

• Support MDF activities supporting both enablement and customer development objectives

• Represent Forcepoint at regional partner events, conferences, and networking opportunities.

Education and Experience

• Graduate/Post Graduate in business management with 10 - 15+ years operating in a sales-based environment with understanding of the said market (West India and Enterprise, SMB's & Mid-Market sector business). Understanding Enterprise decision-making in large opportunities is helpful

• 5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel

• Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must

• Self starting and comfortable in a dynamic and fast moving environment

• Ability to think and present in a structured clear way, including developing business plans and executing across multi-functional teams

• Willing to travel as necessary

• Strong understanding of two-tier distribution models and VAR ecosystems

• Understanding of the industry, key players and technologies is a big plus

• Experience in selling business to business in an IT security company

• Proven track record of exceeding sales/revenue targets within a partner-driven model

• Ability to close business while achieving a high level of partner satisfaction

• Ability to articulate a value proposition clearly and engage at multiple levels within an organization.

• Ability to present to external audiences

• Excellent relationship management, negotiation, and communication skills.

• Ability to work collaboratively with internal cross-functional teams (marketing, sales, operations).