Channel Account Manager - Northeast

Channel Account Manager - Northeast US and Eastern Canada

 

Towards the end of our interview process is an in-person interview.

Do you want to help make the world safe from cyber attacks?

At Corelight, we believe that the best approach to cybersecurity risk starts with the network.  Attackers can evade endpoint detection, firewalls and many other technologies - but they can’t avoid leaving digital footprints on the networks they traverse.  Built on open-source innovations from Zeek, Suricata and YARA and refined through years of real-world use, Corelight transforms network footprints from physical, virtual and cloud networks into actionable insights. Our customers use these insights to speed incident response and proactively hunt for threats.  

We are currently seeking a Channel Account Manager to support our Northeast US and Eastern Canadian Region with the mission of growing our Enterprise and Strategic partner sales. In this position, you will drive partner recruitment, enablement, account mapping, business development, pipeline generation, and sales execution by leveraging an ecosystem of partners including resellers, technical alliances, distributors, systems integrators, and service providers. This Channel Account Manager will work closely with the Global VP of Channel & Alliance Sales, the NAM Director of Channel Sales, the East VP of Sales, and the East Channel SE. 

Corelight is 100% committed to growth through partners. This is a fantastic opportunity to work at a company that fully supports channel engagement in the field. 

The Channel Manager's responsibilities are to:

• Build and maintain mindshare by generating enthusiasm and passion for Corelight's solutions throughout the partner ecosystem.
• Create, maintain, and execute a regional partner strategy and go-to-market plans, in close coordination with regional sales, marketing, and technical resources.
• Focus and report on leading indicators like deal registration, pipeline creation, and closed sales within assigned coverage area.
• Collaborate with regional Channel SE to customize sales and technical enablement plans with key partners, as well as drive on-demand training and certification.
• Educate partner executives and LOB owners on Corelight, and deeply understand their business to identify new routes to market through differentiated services and programs.
• Work with regional sales teams to identify top prospects and connect them with the right partners to build a measurable channel-sourced pipeline and accelerate sales cycles.
• Align Corelight Field Leadership with key partner regional leaders.
• Proactively engage with current resellers, alliance partners, and service providers to increase market share and drive incremental revenue through up-selling, cross-selling, influence, and account penetration.
• Meet with partners regularly, participate in joint sales calls, and assist the partners in closing opportunities.
• Increase brand awareness and demand within the partner community through targeted GTM initiatives, co-sell campaigns, and industry events.
• Collaborate with Corelight channel and sales leadership to identify, target and recruit strategic partners who will fill gaps in market coverage.
• Coordinate Market Development Funds (MDF) to execute channel marketing activities.
• Present during Quarterly Business Reviews and demonstrate a comprehensive understanding of performance in assigned territory.

Minimum Qualifications: 

• BA/BS technical degree or equivalent.
• 7+ years experience working in a Channel Account Manager Role. 
• Prior experience working as a Channel Account Manager for a security or network infrastructure vendor (i.e. Vendors who might have offered: SIEM, EDR, IPS, IDS, Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, route, switch, and telco infrastructure)
• Ability to travel in region 50-70% of the time

Preferred qualifications:

• Channel methodology: Ability to apply a channel methodology that you have successfully implemented in the past
• Network: Know the right partners for Corelight and be able to leverage existing relationships to accelerate access and meaningful engagement 
• Presenta