Senior Channel Account Manager

The Nationals classified Partners are SonicWall UK’s most existing strategic partners and prospective future strategic partners.
The mission of the Senior Channel Account Manager (CAM) is to serve as an ambassador to our SecureFirst Partners. The CAM must be an integral part of the partner’s business, develop and hold effective relationships across all the various departments and teams in the organization. The CAM must be the driving force with a solid business development mindset along with possessing entrepreneurial type skills with a relentless passion that will help expand and grow his/her assigned Partners revenue along with market share.  The CAM will manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirements. Position end-to-end solutions and articulate our strategies to owners, senior management and partner personnel.  Develop relationships with partner sales teams to obtain and develop leads that foster opportunities. Work closely with the SonicWall regional sales teams to ensure proper channel engagement and customer satisfaction.    Coordinate regional sales operations, service, and marketing activities with local partners.
Job Description

• Build and execute a Territory Plan for your Nationals Partners Territory
• Build a joint growth business plan with key strategic partners
• Establish strategic alignment between Strategic Sales Team and the channel partners
• Serve as an integral part of the channels and alliances team, closely aligned with the regional sales leaders and other stakeholders, becoming a trusted channel advisor
• Collaboratively define partner GTM plans and objectives to enhance reach, efficiency, and execution
• Engage at C Level and Executive Level within the Partners to agree joint investments, initiatives and drive growth
• Establish and develop engagements with prospective future strategic partners
• Through the Territory and Partner plans organise and maintain senior stakeholder engagement between SonicWall and National Partners
• Consistently promote priorities and programs to key partners at the executive level for increased productivity
• Drive greater adoption of SonicWall use cases and sales strategies
• Understand trends in the cyber security market and the players within it to assist business initiatives for SonicWall and our Partners
• Provide reliable Partner forecasts on a monthly, quarterly and annual interval
• Build strong internal relationships to effectively execute using a virtual teaming approach
   

Your Experience

• Relevant technology work experience, including significant knowledge and experience of the UK IT channel, 5 years +
• Proficiency in developing Partner/Territory business plans, formulating partner/territory strategies, and the ability to gauge success against key performance indicators and overall return on investment
• Proven experience in influencing senior-level partner executives and/or partner principals
• Strong leadership skills with the ability to develop and manage virtual sales teams
• Strong understanding of advanced security concepts, solution selling
• Familiar with BANTI and MEDDPICC
• Exceptional communication skills, both written and oral, along with strong public presentation skills
• Experience with Salesforce Dashboards and Reports is a plus
•  Proven track record of meeting and exceeding partner quota expectations
• Must have proven successful track record of working in a remote field position
  

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