Forcepoint Recruitment 2019

As the Channel Account Manager, you will proactively manage the relationships with reseller partners in the assigned territory. This includes providing assistance and support in the closure of revenue opportunities over the phone, email, in-person meetings, training and equipping resellers with our products to leverage Forcepoint to the fullest advantage. You will also be responsible for meeting or exceeding monthly, quarterly, and yearly goals for your designated region. You will also be promoting your accounts to the Forcepoint sales floor, and encouraging peer to peer relationships.

Job Description

Job Title: Channel Account Manager 

Essential Functions

This role requires language skills in English, Arabic and French

• Act as a liaison between Forcepoint and our reseller partners to build, maintain and manage relationships with current and prospective partners
• Perform all aspects of partner development, including: partner identification and recruitment, relationship building, developing launch activities, validating partner value proposition, assessing partner competencies, driving certifications, and managing incentives and benefits
• Play a proactive role in the development of our reseller partner ecosystem and reseller program as both grow and evolve
• Work closely with partner / direct sales, marketing, and strategy to design the go-to-market plan and drive execution of related activities
• Provide consistent partner management to ensure that our Reseller partners are developing their sales, pre-sales and post-sales capabilities in line with Forcepoint strategy
• Liaise with and motivate individuals at all levels of the partner relationships
• Initiate and conduct/coordinate sales, pre-sales, product readiness and post-sales training events
• Co-develop and execute partner marketing plans and events in conjunction with internal and partner resources
• Leverage partners to develop and manage territory.
• Assists partners with questions and develop relationship with territory partners as a “trusted advisor” to identify new opportunities
• Find, identify, and close new business with partner.
• Be able to promote and train partners on all Forcepoint Portfolio.
• Conducts daily prospecting with outbound calls to build pipeline
• Update Salesforce Database.
• Owns and creates Business Plans with Reseller Partners
• Provides weekly, monthly, and quarterly forecasts
• Presents quarterly business reviewsEducation & Experience

• Extensive experience in selling business to business in an IT security company
• A proven track record of driving and motivating the channel
• Knowledge of sales of software or computer related products with emphasis on web infrastructure security
• Bachelor’s degree or equivalent experience
• Written and verbal proficiency in English, Arabic and French
• Ability to close business while achieving a high level of partner satisfactionSoft Skills

• Strong presentation and communication skills are essential
• Skills in time management and organization
• Excellent interpersonal and team-working skills

Knowledge of sales methodologies such as TAS or SPIN

Soft Skills

• Strong presentation and communication skills are essential
• Skills in time management and organization
• Excellent interpersonal and team-working skills
• Knowledge of sales methodologies such as TAS or SPIN