Channel Account Manager

Description
Silverfort is a cyber-security company that develops a revolutionary identity protection platform. Using patented technology, our product enables strong authentication across entire corporate networks and cloud environments, without any modifications to endpoints and servers. In addition, we use advanced behavior analytics to apply adaptive authentication policies and prevent cyber-attacks in real time.

Our mission is to provide industry-leading unified identity protection solutions for hybrid and multi-cloud environments. We develop cutting-edge cybersecurity technology that solves urgent customer needs today and is also a game changer for years to come.

Silverfort's team includes exceptional researchers, engineers, and technology experts who successfully tackle some of the most complex challenges in cyber-security. Silverfort has happy customers worldwide, strong market validation (including several industry awards), strategic partnerships with the largest security vendors in the world, and significant funding from leading VCs.

The Channel Account Manager will generate new business by leveraging a two-tier model, our distributors, service and reseller partners, PSIs, and MSSPs. The Channel Account Manager will be tasked with executing on all aspects of the business relationship with each partner including recruiting, qualifying, onboarding, training, pipeline generation and reporting, and win/loss reporting.

Responsibilities

• Work closely with the Account Executives across ANZ to identify the focus partners
• Build the Go To Market business plans with the identified focus partners
• Align the sales organization through targeted demand generation and alignment activities
• Drive resources to provide enablement activities at both the Sales and SE levels
• Provide executive alignment with partner stakeholders
• Align yourself internally with Enterprise, Commercial Sales and Sales Leadership to drive toward a common goal
• Accurate forecasting partner opportunities in conjunction with the direct sales teams
• Build marketing plans and manage a budget for the region
• Coordinate and collaborate with cross-functional teams (including SE organization, product marketing, sales, marketing, operations and legal) to deliver a world class experience for the partner
• Hold the partners and the stakeholders accountable to agreed-upon goals
• Proactively maintain ongoing knowledge of industry, global markets, existing and target channel partner accounts & competitive landscape
• Possess an in-depth knowledge of each strategic partner's business and what drives their success

Requirements

• 5+ years of experience in consultative/complex technical sales, technology solutions/practice development, architecture, design and/or implementation for channels
• Knowledge of or experience with working with the insurance industry partners.
• Significant hands-on experience and demonstrate a strong knowledge of the Cybersecurity industry, identity security experience is a plus
• Proven strong customer-facing communication and interpersonal skills. Ability to clearly articulate complex concepts in simple terms
• Strong written and verbal communication skills
• Demonstrated ability to adapt to new technologies and learn quickly
• Ability to orchestrate, lead, and influence virtual teams, strong presentation skills with a high degree of comfort with both large and small audiences
• Must demonstrate both personal integrity and the ability to exercise good judgment
• Must have proven ability to work independently in a dynamic sales environment
• Strong business planning skills and proven ability to execute and deliver a defined plan
• A hunter mentality in building out a successful channel, leveraging existing network of channel partners.