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Channel Account Manager - France / Benelux at Carbon Black
Paris, FR

The Channel Account Manager is responsible for building and maintaining a profitable and effective Carbon Black’s partner eco-system within EMEA. The role will include identifying suitable partners independently and in conjunction with  CB’s appointed distributor and then recruiting, enabling, motivating and ensuring they are “revenue ready” and able to articulate CB’s solutions and value, resulting in successful sales execution and account wins. 


Why Carbon Black?

At Carbon Black, the leading provider of next-generation endpoint security, you’ll have the chance to make an impact in the ever-evolving cybersecurity space. Our advanced technology tackles even the toughest challenges and stays ahead of the latest threats. If you want to join an agile company that’s building bleeding edge technology in the cloud, Carbon Black is the place for you. Driven by passionate people who are dedicated to making the world safer, it’s no wonder we’ve been named a “Top Place to Work” by the Boston Globe for four consecutive years. Join us!


Why You Matter

Working within the Channel Sales Team, you will be responsible for building a solid solution/product understanding, sales and technical competencies and an effective sales plan with the partners you on-board. You will also maximize CB’s available resources to position both CB and the partner for success leading to successful sales wins in new accounts and cross sell opportunities to existing accounts.  .

As part of a sales pursuit team, the Channel Account Manager will work closely with sales, marketing, and product management to pursue leads, demonstrate CB’s product capability, inspire confidence and effectively communicate the power of Carbon Black solutions. The Channel Account Manager is the primary resource for all partnering related activity within your region, from time to time you may be asked to support specific initiatives outside of this region but these will be limited.   

What You’ll Do

  • Work alongside and in conjunction with the aligned field/inside sales representative to pursue new business and partner led opportunities and support all aspects and phases of the Carbon Black sales process
  • Work closely with the country CB distributor to profile, recruit and motivate to sell CB suite of solutions
  • Formulate appropriate Distributor business plans and attend distributor QBR’s.
  • Create, in conjunction with the EMEA Director of Channels, a Channel business plan and ensure updates are documented.
  • Evangelize and demonstrate Carbon Black's products to partners via presentations, product demos and evaluations
  • Regularly update channel partners on CB’s evolving solutions, go-o-market strategies and partner commercial and marketing programs
  • Work with the local Pre Sales team to arrange technical training and “boot camps” for partners
  • Work with partners to promote CB solutions into their client base and engage and ensure partner is aligned with CB’s field sales team.
  • Ensure partner maximize all the CB resources available via our partner portal.
  • Drive marketing and sales campaigns to/through and in conjunction with partner to create qualified pipeline.
  • Assist in RFI and RFP responses
  • Create suitable spiffs and motivational incentives to capture mindshare at partner sales per and management level.
  • Document partner evaluation results in SFDC
  • Enable partner to a position where they are able to deliver Professional Services on Carbon Black technologies
  • Ensure SFDC is updated with appropriate contacts and manage and drive deal registrations via the partner portal.
  • Have used SFDC before would be useful
  • Travel within EMEA

What You’ll Bring

  • Significant understanding in the security partner community.
  • Have a broad experience and exposure to security technologies.
  • A broad network of relationships within the reseller, SI and MSSP community.
  • A proven track record of partner development and seeing partner through to delivering revenues to vendors
  • A solid sales career and able to demonstrate success and achievements against quota and business objectives
  • Have experience in working in a 2 tier sales model
  • Successful sales experience in distributor or a security vendor.
  • Knowledge of IT security technologies and best practice.
  • Security sales experience.
  • Security VAR and MSSP partner relationships a plus.


Who We Are

Carbon Black is a leading provider of next-generation endpoint security. Carbon Black serves more than 3,700 customers globally, including 33 of the Fortune 100. As a cybersecurity innovator, Carbon Black has pioneered multiple endpoint security categories, including application control, endpoint detection and response (EDR), and next-generation antivirus (NGAV). Leveraging its big data and analytics cloud platform – the CB Predictive Security Cloud – Carbon Black solutions enable customers to defend against the most advanced cyber threats, including malware, ransomware, and non-malware attacks. Deployed via the cloud, on premise, or as a managed service, customers use Carbon Black solutions to lock down critical systems, hunt threats, and replace legacy antivirus.

Carbon Black, Inc. is an EEO/AA employer. Carbon Black is an inclusive employer that believes in workplace equality, supports diversity, creates a welcoming environment, and respects the unique qualities each individual brings to the company. 



Why you should join us

Carbon Black is a leading provider of next-generation endpoint security, leveraging breakthrough prevention technology to instantly see and stop cyberattacks before they execute. With more than 13 million endpoints under management, and more than 4000 customers—including 30 of the Fortune 100—the opportunities are massive and exciting. With 1000+ employees, offices across the world, and the best-of-the best tools for collaboration from anywhere, now is an ideal time to become part of the Cb Team. See where you fit best at