Channel Account Manager, EE / CIS

Proofpoint, a leader in human-centric cybersecurity, is seeking an experienced Channel Account Manager for the Eastern Europe and CIS region. This role involves developing and executing strategic partner sales plans with key Telco Carriers, VARs, and SIs. Responsibilities include building strong business relationships at the executive level, driving new revenue streams, and supporting partners in converting prospects. The ideal candidate will be bold, responsive, accountable, visionary, and exceptional in execution, focusing on hunting new enterprise accounts through managed partners and achieving NARR quotas.

Must Have

• Develop and execute Channel sales strategy to recruit, enable and develop targeted resellers, service providers and other organisations
• Focus on hunting and developing new enterprise accounts through managed partners
• Define and execute business plans including Quarterly Business Reviews to deepen our traction with partners
• Support managed partners to convert prospects into sales by differentiating from the competition
• Ownership of partners selected sales opportunities from identification through to closure
• Assist with driving pipeline, sales qualification, and closing of business
• Meet NARR (New and Recurring Revenue) quotas and achieve the partner DR (Deal Registration) targets
• Regular interaction with customers, partner principals, executives, and sales and sales management
• Conduct regular sales training presentations with partner sales teams ensuring they can articulate Proofpoint's value proposition
• Work with the Channel Marketing Team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI
• Demonstrable track record of success in Eastern Europe and CIS region
• Experience of the security market and technologies
• Up-to-date knowledge of industry trends, technical developments, and governmental regulations that effect target market
• Outstanding presentation skills and the ability to lead customer discussions to advance the sales process
• Ability to coordinate account teams and set strategy and tactics team
• Experience of developing and presenting plans and activities to all levels of management
• Ability to grow partner status, moving partners to higher partner levels and thus greater commitment
• Train partners to qualify target accounts and opportunities
• Attention to detail, provide accurate forecasting and reporting
• Fluent Polish and English

Good to Have

• Contract negotiation experience
• Any other language skills

Perks & Benefits

• Competitive compensation
• Comprehensive benefits
• Learning & Development programs (leadership and professional development workshops, stretch project assignments, mentoring opportunities)
• Flexible work environment (Remote options, hybrid schedules, flexible hours)
• Annual wellness and community outreach days
• Always on recognition for your contributions
• Global collaboration and networking opportunities

About Us:

We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We’re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.

How We Work:

At Proofpoint, you’ll be part of a global team that breaks barriers to redefine cybersecurity, guided by our BRAVE core values: Bold in how we dream and innovate, Responsive to feedback, challenges, and opportunities, Accountable for results and best-in-class outcomes, Visionary in future-focused problem-solving, Exceptional in execution and impact.

The Role

Proofpoint is looking for a Channel Account Manager to join the team covering the Eastern Europe and CIS region and to become an integral part of our EMEA Channel Sales organisation. This person will be required to develop, drive and execute strategic partner sales plans with key Telco Carriers, VARs and SIs.

Responsibilities include the ability to establish strong business relationships at the executive level with partners & customers. You will have advanced solution selling capabilities, conduct sales presentations, coordinate multiple resources, develop partner business sales plans, whilst successfully generating new revenue streams for both Proofpoint and our partners.

The candidate who will best fit our culture will take great pride in delivering for customers and act with honesty and integrity. They will always operate as part of the team, strive for innovation, take initiative and be accountable, but most importantly, they will be here to win from day one.

Your day-to-day

• Develop and execute the Channel sales strategy to recruit, enable and develop targeted resellers, service providers and other organisations
• Focus on hunting and developing new enterprise accounts through managed partners
• Define and execute business plans including Quarterly Business Reviews to deepen our traction with partners
• Support managed partners to convert prospects into sales by differentiating from the competition
• Ownership of partners selected sales opportunities from identification through to closure
• Assist with driving pipeline, sales qualification, and closing of business
• Meet NARR (New and Recurring Revenue) quotas and achieve the partner DR (Deal Registration) targets
• Regular interaction with customers, partner principals, executives, and sales and sales management
• Conduct regular sales training presentations with partner sales teams ensuring they can articulate Proofpoint's value proposition
• Work with the Channel Marketing Team to drive marketing programs with key partners and ensure that activities tie back to a successful ROI.

What you bring to the team

• An experienced Channel Manager, with a demonstrable track record of success in Eastern Europe and CIS region.
• Experience of the security market and technologies, with an up-to-date knowledge of industry trends, technical developments, and governmental regulations that effect target market
• Outstanding presentation skills and the ability to lead customer discussions to advance the sales process
• Ability to coordinate account teams and set strategy and tactics team (field and inside sales, systems engineering, sales management)
• Experience of developing and presenting plans and activities to all levels of management
• Grow partner status, moving partners to higher partner levels and thus greater commitment
• Train partners to qualify target accounts and opportunities
• Attention to detail, provide accurate forecasting and reporting
• Contract negotiation experience is desired
• Fluent Polish and English is essential. Any other language is a bonus.

Why Proofpoint? At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package. Here are just a few reasons you’ll love working with us:

• Competitive compensation

• Comprehensive benefits

• Learning & Development: We are committed to the growth and development of our team members, offering a range of programs including leadership and professional development workshops, stretch project assignments, and mentoring opportunities to help employees reach their full potential.

• Flexible work environment: [Remote options, hybrid schedules, flexible hours, etc.].

• Annual wellness and community outreach days

• Always on recognition for your contributions

• Global collaboration and networking opportunities

Our Culture:

Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone. We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to accessibility@proofpoint.com.

How to Apply Interested? Submit your application here https://www.proofpoint.com/us/company/careers. We can’t wait to hear from you!

About Us

We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We’re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.

Our BRAVE Values:

At Proofpoint, we are BRAVE in everything we do, and our values aren’t just words—they shape how we work, collaborate, and grow.

We seek people who are bold enough to challenge the status quo, responsive in the face of ever-evolving threats, and accountable for delivering real impact.

We value those with a visionary mindset who anticipate what’s next and push cybersecurity forward, and we celebrate exceptional execution that ensures we continue to defend data and protect people.

Proofpoint is an equal opportunity employer, we hire without consideration to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, veteran status or disability.

Build Meaningful Connections:

Find your network, your allies, and your biggest fans. We know that work is simply better when you’re surrounded by people who inspire you—who share ideas, cheer you on, and genuinely want to see you succeed. That’s why we offer social circles, sponsored networks, and connection points across teams and time zones—to help you find your people, build your community, and thrive together.

Do Your Best Work:

This isn’t just a job—it’s a mission to protect people and defend data in a world that never slows down. We’re building the future of human-centric cybersecurity, and that future belongs to all of us. We take ownership, move fast, and hold ourselves accountable—because that’s what it takes to stay ahead. And we do it together, winning as one.

Build success on your terms:

Be empowered to reach your full potential through meaningful challenges and personalized support—designed around you and your goals. Whether you're growing as a leader or leveling up from great to exceptional as an individual contributor, we’re here to help you get there.