Channel Account Manager

Summary

Join Lookout, Inc., a cloud security company, as a Channel Account Manager! You will be responsible for building and maintaining relationships with enterprise channel partners, including distributors, service providers, and value-added resellers. This US-based role requires a strategic approach and strong ability to contribute directly to business growth. Success hinges on your experience selling software/services through indirect channels, strong reseller contacts, and proven ability to build true partnerships. You will manage multiple aspects of partner relationships, coordinate activities across Lookout, and ensure partners are delivering on commitments. The ideal candidate is results-oriented, self-directed, and excels at communication and relationship building.

Requirements

• Be a solid partner / channel manager with excellent relevant experience, strong ties with the enterprise reseller community and an extremely positive reputation for delivery
• Have 7+ years of working with and managing partners of all levels and sizes plus a Bachelors degree or equivalent experience
• Develop and grow deep and productive partner relationships
• Possess excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages
• Support the creation of compelling business cases around opportunities
• Demonstrate the ability to develop effective programs, optimize efforts and communicate results
• Possess strong interpersonal skills with a demonstrated ability to influence and drive others. Be able to say “no”, take charge of the account, manage all interactions with that account
• Have flawless organizational and follow up skills
• Possess excellent analytical skills

Responsibilities

• Establish channel relationships with key distributors, SI’s and VAR’s to sell Lookout’s solutions
• Manage those partners as we grow our enterprise business. This will involve recruitment of partners and development of existing ones
• Work with the partners to develop and support end user business with them
• Educate and train their teams to become knowledgeable and specialists in all aspects of Lookout
• Create and develop partner relationships
• Be an ambassador for the partners internally within Lookout, but also making sure Lookout's best interests are embedded into the partnership
• Manage multiple aspects of the relationship and coordinate all activities across Lookout as they relate to these partners
• Be the “go to person” for these partners
• Work with different teams on both sides of the relationship to ensure they are delivering upon their commitments for this business
• Implement and manage the Lookout Partner Program at each of these partners to ensure the appropriate amount of focus on our products and services
• Leverage the provided sales tools to manage relationships, track activities and drive the business

Benefits

• Base + commission + equity + benefits
• $250,000 — $308,000 USD