Channel Account Manager (US West)

About Traceable:

Traceable was founded in 2018 by serial entrepreneurs Jyoti Bansal and Sanjay Nagaraj to become the industry leader in API security. Prior to Traceable, Jyoti was founder and CEO of AppDynamics which was sold to Cisco for $3.7 billion in 2017. Traceable is a next-generation API security and intelligence platform that removes the need for human interaction to safely and systematically secure your API endpoints. We are on a mission to build a complete platform that helps companies counter the new style of attacks on the ever-changing landscape of cybersecurity. Traceable enables developers, Security Ops and DevSecOps teams the ability to secure their APIs via observability, and ensure Protection and Analytics to manage risk, protect the business, and enable speed of development with safety. As a Channel Account Manager, you will be an integral part of defining our success at Traceable and will play a key role in building the foundation of a world-class sales organization. Based in San Francisco CA, Traceable is funded by Unusual Ventures, IVP, & Tiger Global Management.

About the Role:

The Channel Account Manager (CAM) is a critical function of the Traceable sales team. In this position, you'll work closely with our sales reps and play a key role in driving partner-led sales motions and transactions. Reporting directly to the Chief Revenue Officer, you will be part of a team of field Channel Account Managers that strategically engage and recruit new regional strategic partnerships and develop incremental revenue for Traceable. The ideal candidate is expected to have a blend of existing channel relationships, VAR/DMR/MSP knowledge, technical, business development, and large deal structuring skills and experience. This person will focus on partner recruitment and delivering incremental revenue growth expectations through our partner community in their assigned region. 

Role Responsibilities:

• Develop a partner recruitment strategy to effectively recruit and enable new strategic channel partners in their assigned region
• Develop sales resources, define messaging, and provide product training that drives sales through partner organizations to end users
• Work with Channel Marketing team to create customized deliverables that meet partners specific needs in the market
• Proactively assess, clarify and validate partner needs on an ongoing basis
• Establish strong relationships with partners’ executive leadership teams
• Develop and manage inside sales team relationships at Channel Partners
• Performs quarterly business review with key strategic partners and dedicated account management team to ensure partner growth and performance targets are met
• Achieve assigned partner recruitment and sales quotas in designated territory
• Assist in negotiating and structuring of deals with key partners

Role Experience & Qualifications:

• BA/BS degree required
• 8 years minimum experience working with channel partners and customers, preferably in a SaaS security vendor
• Proficient in the MEDDPICC sales qualification and sales process discipline
• Consistent and proven attainment of revenue and quota assignments
• Results-driven, self-sufficient and self-motivated individual with a strong commitment to sales excellence
• Strong work ethic and team-oriented mindset
• Excellent interpersonal communication skills and the ability to articulate the Traceable value proposition at all levels within a partner organization
• Strong business acumen to align VAR partner strategies with the Traceable solutions to develop strong go to market action plans
• Hunter mentality with the ability to recruit new partners to join our Global Partner Program
• Highly developed analytical skills and financial acumen; robust knowledge of SaaS and cybersecurity industry
• Ability to travel 50%+ or as required to meet and exceed objectives

Why Traceable?

• Competitive salary, equity and benefits package, including health, dental, and vision coverage, 401(k), and flexible vacation/time-off policy.
• A collaborative and inclusive work environment, with ample opportunities for professional growth and development.
• The chance to make a meaningful impact on the future of application security and performance, as part of a rapidly growing and innovative company. 

We value diversity and treatment of employees and applicants is based on merit, talent and qualification. We encourage people from underrepresented groups to apply. We believe the key to success is bringing together unique perspectives and we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. For qualified applicants with criminal histories, consideration will be consistent with the requirements of the San Francisco Fair Chance Ordinance. All your information will be kept confidential according to EEO guidelines.

Direct applicants only.

Recruiting agencies: Please do not email or call our team. We are not accepting agency candidates for any position at Traceable.