Channel Account Manager

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ZeroFox

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Digital Risk Protection • Threat Intelligence • Dark Web Monitoring • Brand Protection Software • Domain Monitoring Tools

501 - 1000

💰 $74M Series D on 2020-02

Description

• Identify, Onboard & Enable ZeroFox Channel Partners. Activities include, without limitation: Sales Training, On-site customer meetings, SE Training, Business Plan Reviews, Sales rep alignment, Deal sponsorship • Produce & maintain territory plans • Produce monthly pipeline reports and actively manage channel pipeline • Develop, track, report and manage partner and sales execution toward KPIs; communicate same to sales and channel leadership • Manage and report on partner sales training ,enablement certification programs • Prioritize and coordinate deal registration among partners and the ZeroFox sales team • Manage Market Development Funds (MDF) to execute channel marketing activities • Develop and launch channel incentives & SPIF programs • Managing the pipeline within the region, including accurately forecasting sales, prioritizing opportunities, and advancing deals through the sales process in partnership with internal and partner sales teams • Drive ongoing partner marketing/ communication and manage key partner marketing programs • Define and deploy business plans to deepen ZeroFox’s traction with existing channel partners, reviewing and re-assessing quarterly • Work with partner managers and partners to develop and execute strategic business plans focused on driving new accounts, new opportunities, sales and technical competency, and incremental bookings growth • Develop and execute a strategy for recruiting new channel partners • Manage and develop key strategic partner relationships • Work on strategic business initiatives as established by channel leadership and provide executive-level reporting and insight into activities and progress • Maintain up-to-date knowledge of ZeroFox’s competitive positioning in the marketplace • Meet or exceed channel pipeline and bookings targets

Requirements

• Channel Account Management experience in North American markets with a proven track record of success, typically obtained in 5+ years. Candidates with cybersecurity / digital risk experience will be given priority consideration. • Excellent written and verbal communication skills to to clearly and effectively articulate ZeroFox’s value to partners, as well as drive consensus across groups both internally and within partner organizations • Commitment to professionalism and integrity in executing a structured selling system that delivers a frictionless partnership experience • Experience working with Regional North American partners, including VAR, Distribution, and service providers • Ability to work in a fast-moving environment, effectively prioritize big-picture thinking, and use good judgment in resolving difficult issues • Ability to travel in the U.S. and Canada up to 75%, or more as needed. Travel could be global but will be based predominantly throughout the regions needed

Benefits

• Competitive compensation • Community-driven culture with employee events • Generous time off • Comprehensive health benefits & 401(k) plan • Respectful and nourishing work environment, where every opinion is heard and everyone is encouraged to be an active part of the organizational culture