Channel Account Manager - TOLA

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. 

Key Responsibilities:

• 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 

• Presentation skills: Ability to tell the Corelight story in a confident and engaging way when presenting both in-person and virtually

• Follow-through: Strong follow-through with partners to turn account mapping calls, meetings, marketing programs, and enablement sessions into pipeline.

• Conflict resolution: Successfully manage conflict resolution between partners, reps, and customers when needed

• Organization skills: Being quick to respond to inquiries in a timely manner, not letting tasks fall through the cracks, prioritizing internal and external demands

• Grit: Ability to find success in an early-stage environment without all the resources/teams available to much larger organizations

• Interdepartmental Collaboration: Understanding of how to leverage and work productively with other departments including Engineering, Marketing, Inside Sales, Legal, and Customer Success.

• Tools: Proficiency with Salesforce, Clari, G suite, Zoom

• Partner ecosystem: Experience working with a spectrum of partners such as  Resellers, Distribution, Technical Alliances, Systems Integrators, and Service Providers