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Channel Account Manager - Global SI at Carbon Black
Denver, CO, US
Why Carbon Black?

At Carbon Black, you’ll have the opportunity to make a huge impact while working alongside a global community of passionate people who are leading the way in cutting-edge technology. Our valued employees across the world have made Carbon Black a Top Place to Work, as named by the Boston Globe for four consecutive years.

The Carbon Black Sales team is the first touch point for our prospects and the reliable ally for our customers. On the Sales team, you’ll be working with by high caliber, smart people who are dedicated to finding the right solution for customer needs. From initially discovering needs to ensuring the overall health of our customers, you’ll build your expertise by being exposed to a number of unique scenarios. Backed by an exceptional leadership team and an organization in hyper growth, you can expect to have tremendous success and earning potential.

The Channel Manager will play a critical role in driving Carbon Black’s revenue growth by recruiting, cultivating and managing new and existing channel partners. This person will help further partner enablement and field engagement activities as well as contribute to internal partner program management to ensure cross-functional success while driving the company's booking and revenue growth. This person must have deep connectivity to a few partners in the Industry.

Why You Matter

Given our rapid growth, we’re seeking a channel account manager, who is excited at the prospect of leveraging their security, technology, and channel background, to continue to build the best channel program available. The Channel Account Manager must have deep connections to the top security resellers in the industry.

Members of the Carbon Black Channel Team assist with driving the company’s booking and revenue growth and are the ‘eyes and ears’ of the company. We exude passion and energy balanced with professionalism and a consultative, knowledgeable approach. We expect every member of the channel team to:

Aggressively help sales establish qualified pipeline
Manage region like your own business while working as a team with your peers and partners
Organize and align channel marketing plans
Communicate effectively
Project professionalism and dedication to customer success
Know our products, the benefits they offer and how we fit in the security ecosystem
Accurately forecast and capture details in internal systems and reporting
Operate with the highest ethical standards
Make decisions based upon the following interests : 1) Customer 2) Company 3) Self


The Channel Manager will play a critical role in driving Carbon Black’s revenue growth by recruiting, cultivating and managing new and existing channel partners. The Channel Manager, will lead and coordinate partner recruitment, enablement and field engagement activities as well as contribute to internal partner program management to ensure cross-functional readiness. Must know ecosystem partners. Must live in the Southeast Region. Regional Travel.



What You’ll Do



Exceed booking, revenue and pipeline quota targets
Drive incremental revenue opportunities with partners: Identify and develop successful long-term opportunities alongside partners to grow new business for Carbon Black.
Track, forecast, co-ordinate and report on sales opportunities.
Qualify & recruit System Integrators, Solution Providers, VARs and Distributors across region
Develop partners through training to enable them to achieve the most commercially suitable level of Partner program accreditation
Co-ordinate local Marketing activities tied to the business's goals.
Facilitate relationships between the Cb field sales team and the key partner sales and technical teams to ensure that account mapping is completed and joint account plans developed.
Jointly develop partner business plans and review monthly against agreed targets.
Ensure close liaison with all relevant functions within Carbon Black to communicate product and support needs
Work closely with partners to qualify and understand prospect security priorities and provide compelling presentations of Cb solutions
Manage demonstration and evaluation activities with the help of the Systems Engineering team and Channel SE
Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com



What You’ll Bring



5+ years channel management experience with connects to System Integrators, Solution Providers, security resellers or Managed Services Providers
5+ years experience selling software security and/or infrastructure products to corporate enterprises
Demonstrated history of exceeding booking and revenue targets
Comfortable calling at the senior executive level
Highly effective presentation and closing skills
Strong time management, organizational and decision-making skills
Ability to work independently and as part of a team
Dynamic, high-energy self-starter
Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company
BA/BS or equivalent combination of education and experience
Fluent in English with excellent spoken and written skills, additional languages highly desirable



Who We Are

Carbon Black is the leading provider of next-generation endpoint security. Carbon Black’s Next-Generation Antivirus (NGAV) solution, Cb Defense, leverages breakthrough prevention technology, “Streaming Prevention,” to instantly see and stop cyberattacks before they execute. Cb Defense uniquely combines breakthrough prevention with market-leading detection and response into a single, lightweight agent delivered through the cloud. With more than 7 million endpoints under management, Carbon Black has more than 3,500 customers, including 30 of the Fortune 100. These customers use Carbon Black to replace legacy antivirus, lock down critical systems, hunt threats, and protect their endpoints from the most advanced cyberattacks, including non-malware attacks.

Carbon Black is an Equal Opportunity 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.