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Senior Channel Account Manager, DACH at Carbon Black
Munich, DE

The Channel Account Manager is responsible for building and maintaining a profitable and effective Carbon Black’s partner eco-system within the DACH territory. 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 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 the DACH 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 DACH 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 t 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 DACH region

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.