Sr. Channel Account Manager

Position Overview:   

We are looking for an experienced, strategic, hands-on, highly motivated, Partner Focused channel sales professional to maintain and expand relationships with existing and new channel partners across the U.S. Northeast sales territory.

The successful candidate will develop, nurture, and grow relationships with prospective and current partners. The Channel Account Manager will create and execute on joint business plans with these partners, as well as identify areas of potential sales growth and recruit new partners to capitalize on new revenue opportunities.

The Channel Account Manager is responsible for driving partner initiated new and incremental business from  prospective new logo targeted organizations and existing customer accounts within the region via channel partners, meeting or exceeding all sales quotas to achieve revenue goals. The position will organize, plan, direct, and coordinate all sales activities for partners within the defined U.S. sales territory with a focus on net new business.

This position needs to be based in US Northeast.

Responsibilities: 

• Increase sales activity through channel partners in the Northeast region. 

• Collaborate with channels’ sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, marketing support and other sales enablement/GTM activities

• Generate partner-initiated revenue.

• Demonstrate a Sales/marketing orientation, with a high level of knowledge of the security market.

• Act as a business partner to partners and provide “industry expert” executive level selling practices while delivering clear differentiation, to identify sales opportunities

• Establish and expand partner relationships, including those at the senior management level.

• Build trust and credibility with the partners and ensure effective communication between them and Entrust.

• Develop a pipeline of qualified sales prospects by working with a network of channel partners

• Create demand for Entrust products/services emphasizing the value of Entrust’s products, services and messaging.

• Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.

• Demonstrate a team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder communities: Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.

• Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage.

• Communicate technical aspects of product and service offerings to customers and prospects. Follow-through and research technical/integration questions that may be outside your normal scope of knowledge.

• Negotiate partnership agreements to meet specific channel partner needs (e.g., pricing, support, professional services, etc.)

Basic Qualifications:  

• Must be able to lawfully work within the US and have unrestricted work authorization for US

• Located in Northeast United States; New York, New Jersey, or Connecticut

• Demonstrated a track record of proven success with partners in Northeast territory

• Strong track record of success in generating partner-initiated revenue

• Partner sales orientation, with a high level of knowledge of the security market.

• Background in the IT security industry involving hardware and/or software  

• Competent working with both IT Distribution and Reseller Channels

• Financial acumen to be able to create financially sound sales strategies

• Ability to develop senior level relationships

• Has the ability to demonstrate creative thinking and problem solving

• Can present effectively to small and large groups

• Is a highly motivated, results orientated goal achiever 

• Successful track record of enabling and expanding ‘sell thru’ and ‘new’ sales opportunities through channel partners

• Experience collaborating with channels’ sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, marketing support and other sales enablement/GTM activities

• Clear understanding of the various business and partnership models for channel partners of all sizes, in addition to how to develop and grow/expand sales within partners.

• Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings.  Able to communicate technical aspects of product and service offerings to customers and prospects. Disciplined to follow-through and research technical/integration questions that may be outside your normal scope of knowledge.

• Have a strong team work ethic. Ability to collaborate, communicate and engage with wider internal stakeholder communities: Territory sales, Marketing, Sales Engineering, Inside Sales, Professional Services, Finance, Operations.

• Competent with SalesForce.com – quoting, reporting, and account based knowledge

• Outlook (email/calendar/tasks)

• PowerPoint (presentation development)High School Diploma, GED or equivalent

• High School Diploma, GED or Equivalent

Preferred Qualifications: 

• Bachelor’s degree or equivalent.

• 6 years of experience selling in a channel environment (prior experience working at a reseller/ partner a plus).

• Data Protection, HSM encryption/cryptography, identity, SSL, Key Management   PKI experience is highly desirable.

Compensation Range:

The anticipated starting base pay for this position is: $113,750-$166,834 per year (in the primary posting location). This position is also eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Actual compensation will be determined based on geographic location, education, skills and experience and actual performance against the assigned sales compensation plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.

If you require an accommodation, contact accessibility@entrust.com.

Recruiter:

Richa Srivastava

Richa.Srivastava@entrust.com