Channel Account Manager

Summary

Join Nozomi Networks, a leader in OT and IoT cybersecurity, as a Channel Account Manager. You will play a key role in expanding our global MSSP and GSI partner business, driving growth in US and international markets. This position requires experience recruiting, developing, and managing MSSP and GSI partners, along with strong sales and communication skills. You will work closely with sales and executive teams, exceeding quarterly sales bookings targets. The ideal candidate thrives in a fast-paced environment and is passionate about innovative solutions. Nozomi Networks offers competitive compensation and benefits, including a wide range of competitive benefits, including medical, dental, vision, life insurance, and disability insurance for eligible employees. The successful candidate may also be eligible to participate in the company’s equity program and/or variable bonus program, subject to the rules governing such programs. In addition, eligible employees are able to enroll in a 401(k) plan along with the employer matching program. Nozomi Networks also offers eligible employees flexible paid time off, paid holidays and paid parental leave.

Requirements

• Bachelor’s degree or equivalent experience; MBA a plus
• 5+ years MSSP/GSI partner sales experience in SaaS; OT or IoT security a plus
• Demonstrated experience in managing and growing MSSP/GSI program for a 100% channel company
• Selling value and customer outcomes over price and technology capabilities with proven experience in selling complex solutions through managed service providers, MSSPs, consultancies and GSIs
• Excellent reporting skills and ability to build dashboards, reports and data analysis using SFDC, Clari, Excel and other business intelligence tools
• Excellent presentation skills - from building cohesive messaging decks to delivering in-person and virtually
• Highly motivated and adept exceeding sales bookings targets versus plan and changing behavior as required – being coachable and open to constant learning is a must
• Excellent communication skills and ability to interact with partners, executives, and customers on a daily basis
• Willingness to travel extensively in North America with some international travel requirements (often with short notice)
• Ability and interest to work remotely from a home office when not at a corporate office
• Ability to pass a pre-employment background and drug screen in accordance with applicable laws

Responsibilities

• Play a critical role in expanding GSI business while helping to take MSSP program to the next level
• Recruit targeted and specific MSSP partners to the Nozomi Networks’ partner program
• Ongoing enablement of MSSP/GSI partner ecosystem
• Ongoing management of MSSP/GSI business
• Develop and present regular metrics reporting by partner
• Work effectively with Nozomi Networks’ regional sales teams and partners across regional offices
• Execute against the business plan and make quick adjustments both tactically and strategically to serve both Nozomi Networks and our partner ecosystem
• Exceed quarterly results for sales bookings
• Learn new and emerging technologies and remain current with information security news, techniques, and trends
• Attend industry trade shows and security related conferences in support of activities
• Set and manage expectations with senior stakeholders, MSSP/GSI partners, technology partners, and team members
• Play an active role in driving growth in a winning, team oriented, hyper responsive culture
• Provide input into overall company strategy and product roadmap
• Work closely with Marketing to design and implement promotions, campaigns and awareness
• Other duties outlined by the Head of WW Partner Sales or CRO to perform this job successfully

Preferred Qualifications

Proficiency in Spanish, French or Italian a plus

Benefits

• Medical, dental, vision, life insurance, and disability insurance
• Equity program
• Variable bonus program
• 401(k) plan
• Employer matching program
• Flexible paid time off
• Paid holidays
• Paid parental leave