Channel Account Manager

Summary

Join Keeper Security as a Channel Account Manager, Federal System Integrators, a fully remote position with a preference for East Coast or Washington, D.C. area candidates. This role focuses on building pipeline and channel revenue with top Federal System Integrators. You will be responsible for recruiting, managing relationships with, and growing revenue through these partners. Keeper offers cybersecurity software trusted by millions and thousands of organizations globally. This is a career-oriented position within a fast-growing cybersecurity company. The role requires strong interpersonal skills, proven success in driving revenue growth through FSIs, and a good network within the channel ecosystem.

Requirements

• 5+ years of security SaaS channel sales experience
• Proven success/track record driving revenue growth via Federal System Integrators
• Must have multiple verified references within the FSI ecosystem
• Good understanding of Partner Incentive programs and PRM tools
• Strong interpersonal skills and ability to excel in a team oriented atmosphere
• Strong written/verbal communications skills
• Very motivated and goal-oriented
• Must want a career-oriented environment that is both fun and professional
• You share our values, and work in accordance with those values
• Willingness to travel up to 50%

Responsibilities

• Responsible for the day-to-day recruitment, growth and relationship management with the top Federal System Integrators
• Act as a liaison between Keeper and assigned channel partners
• Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts
• Coordinate the involvement of Keeper personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations
• Collaborate cross departmentally within Keeper to support Sales, Pre-Sales and Marketing resources in their engagement with channel partners
• Sell through partner organizations to end users in coordination with partner sales resources
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
• Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
• Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
• Maintain channel opportunity registrations in Salesforce.com and assist the direct sales team in closing channel generated leads
• Identify partner GTM &/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement
• Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group
• Be present with partners on-site to conduct marketing events, training sessions and demand generation activities
• Possess a strong understanding of Technology and Solutions Stacks
• Support inbound partner inquiries including deal registrations to connect the partner with the correct Keeper resources and facilitate introductions to move the process forward
• Travel to and from customer meetings (locally and nationally) and rent and/or operate a car on behalf of the company

Benefits

• Medical, Dental & Vision (Inclusive of domestic partnerships)
• Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life
• Voluntary Short/Long Term Disability Insurance
• 401k (Roth/Traditional)
• A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)