Channel Account Manager

Forescout is seeking an engaging and employee-focused Channel Account Manager to join their cybersecurity team. This role involves proactively identifying, recruiting, and developing partners in Latin America, onboarding them into Forescout's channel program, and building strong professional relationships. The manager will drive new business, achieve sales goals, coordinate marketing efforts, and provide sales enablement training, contributing to the defense of critical infrastructure against cyberattacks.

Must Have

• Speak Portuguese, Spanish, and English.
• Identify, recruit, and develop partners in Latin America.
• Onboard and develop new channel partners.
• Build productive and professional relationships with partner accounts.
• Understand partner business priorities for solution opportunities.
• Maximize revenue opportunities with partners.
• Identify and qualify business opportunities and address competitive threats.
• Motivate partners to drive new business with Forescout.
• Pursue sales opportunities with channel partners.
• Establish sales cadence with partners for tracking expectations and results.
• Organize and deliver sales enablement training for the partner community.
• Know Forescout’s solutions to accompany channels in the sales process.
• Coordinate Marketing Development Funds and partner lead generation process.
• Achieve quarterly and annual sales goals and objectives.
• Drive business transaction linearity and pipeline development.
• 8+ years of channel or sales experience in technology (security or networking preferred).
• Established and long-term relationships with partners in Mexico, Caribbean, and Central America.
• Deep understanding of channel sales model.
• Proven history of repeated success (e.g., President’s Club).
• Excellent presentation skills.
• Ability to work effectively with and across all levels of business contacts.
• Experienced negotiator.
• Collaborative team player.
• Ability to multi-task while maintaining attention to detail and deadlines.
• Excellent written and verbal communication skills.
• Bachelor’s degree or equivalent industry experience.

Perks & Benefits

• Competitive compensation and benefits
• 85% of employee and dependents’ health care premiums covered
• 100% company paid employee life and disability insurance premiums
• 401K match
• Generous FTO policy (U.S. only)
• Option to purchase voluntary life, accident and critical illness insurance
• Employee assistance program
• Maternity and parental bonding leave
• Collaborative and innovative environment
• Leadership that supports and encourages professional growth and development

Description

Shape the Future of Cybersecurity at Forescout

Every day cyberattacks threaten to disrupt hospitals, power grids, financial systems, and the infrastructure we all depend on. At Forescout, we build the defenses that keep civilization running smoothly in an increasingly connected world.

For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted Forescout as their foundation to manage cyber risk, ensure compliance, and mitigate threats. From power grids and healthcare systems to financial networks and transportation hubs, Forescout protects the critical infrastructure of our modern world.

What You Will Do

Forescout has an excellent opportunity for an engaging and employee-focused Channel Account Manager to join our high-energy, multi-cultural, world-changing team. In this role, you will be responsible for the following:

• It is a mandatory requirement for the position to speak Portuguese and Spanish and English.
• Proactively Identify, recruit, and develop partners in Latin America.
• On board new partners in Forescout Channel program and proactively develop partners based in a clear understanding of partners’ business models and requirements to allow Forescout to meet the needs of the partners’ requirements.
• Establish productive and professional relationships with partner accounts.
• Build in-depth knowledge of partner’s business priorities, challenges and initiatives that can be translated into Forescout solution opportunities.
• Develop strong relationships with partners using available internal and external resources, to maximize revenues opportunities and establish Forescout as a strategic, long-term partner.
• Identify and qualify short- and long-term business opportunities and address competitive threats.
• Motivate partners to drive new business with Forescout.
• Identify and doggedly pursue sales opportunities with channel partners.
• Stablish a sales cadence with partners to set, review and track expectations, commits and results with focus partners and distributors in the region.
• Organize and deliver sales enablement training for the partner community and sales needs.
• Know Forescout’s solutions to be able to accompany channels in the sales process and lead by example.
• Coordinate Marketing development Founds and partner lead generation process.
• Achieve quarterly and annual sales goals and objectives.
• Driving business transaction linearity and pipeline development are critical at Forescout!

What You Bring to Forescout

We encourage you to apply if you meet most but not all the requirements listed below. We value competency, aptitude, effort, and a great attitude as a supplement to experience.

• Ideal candidate has 8+ years of channel or sales in a technology, preferably security or networking environment.
• Established and long-term relationships with partners in México, Caribbean and Central America.
• Must speak Spanish and English.
• Deep understanding of channel sales model.
• The candidate must have a history of repeated success at every level, from winning in high school/college competitions to President’s Club - winners are most welcome!
• Excellent presentation skills is a must.
• Proven ability to work effectively with and across all levels of business contacts within large and complex organizations.
• Experienced negotiator working with our customers and partners to complete terms, conditions, considerations, and pricing.
• Team player that collaborates within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Marketing, & Professional Services to ensure target quotas as achieved and exceeded.
• Ability to multi-task while maintaining attention to detail and deadlines.
• Excellent written and verbal communication skills.
• Bachelor’s degree or equivalent industry experience.

What Forescout Offers You

• Competitive compensation and benefits–we cover 85% of employee and dependents’ health care premiums, 100% company paid employee life and disability insurance premiums, 401K match, generous FTO policy (U.S. only), option to purchase voluntary life, accident and critical illness insurance, employee assistance program, maternity and parental bonding leave and much more.
• Collaborative and innovative environment –make an impact on worldwide security while working on the hottest technology.
• Leadership that supports and encourages professional growth and development.
• Want a glimpse of Life @ Forescout? Check us out on Facebook and Instagram.
• Learn more @ www.forescout.com

Our Mission - Continuously identify, protect, and ensure the compliance of all cyber assets across the modern organization.

Our Values

• One Team – We all work together, and we all win together.
• Cyber Obsessed – We are curious about technology, and we are innovative and passionate about solving big programs.
• Customer Driven – We listen, we learn, and we make it right.
• Relentless – We're smart, determined, and find a way. We figure stuff out.
• Collaborative, without Ego – No one succeeds alone. We strive to be the humble person that people want to work with.

Thank you for taking the time to learn more about us.

If this opportunity intrigues you, we would love for you to apply!

NOTE TO EMPLOYMENT AGENCIES: We value the partnerships we have built with our preferred vendors. Forescout does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Forescout employee or hiring manager in any form without a signed Employment Placement Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired because of the referral or through other means.

Forescout Technologies is proud to be an Equal Employment Opportunity Employer. We value and embrace diversity, equality, inclusion, and collaboration at the core of our “One Team” philosophy. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.