Sr. Channel Account Manager
Job Summary
Job Description
The Channel Account Manager manages sales aspects of Gigamon’s channel partners for the Northwest Region. The role involves managing relationships with partners, meeting revenue goals, and ensuring compliance with partner programs. Responsibilities also include communicating product launches, leading joint partner planning, executing marketing activities, driving partner certifications, and identifying new partners. The ideal candidate should have a proven track record in sales, excellent communication skills, and the ability to work independently. This position requires staying abreast of competitive products and industry trends. This role involves a lot of communication and planning to develop objectives. It also involves marketing activities and budget coordination with a channel marketing manager.
Must have:
- Manage channel partner relationships
- Meet/Exceed Revenue Goals
- 7+ years selling high technology products
- Excellent presentation and communication skills
Good to have:
- Knowledge of networking technologies
3 skills required
Job Details
Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure, and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction with over 4,000 organizations, including over 80 percent of the Fortune 100 and hundreds of governments and educational organizations worldwide.
The Channel Account Manager manages all sales aspects of Gigamon’s channel partner community for the Northwest Region in alignment with corporate sales objectives. We prefer that the candidate reside in the San Francisco Bay area.
What you’ll do:
- Responsible for the day-to-day relationship management of channel partners
- Meets / Exceeds Revenue Goals
- Maintains productive, professional relationships with key stakeholder personnel within Top Go To Partners
- Ensures partner compliance with Channel Partner programs and agreements
- Communicates product launches and promotions; drives partner participation in vendor events
- Leads joint partner planning process to develop objectives, financial targets, and critical milestones
- Executes marketing activities and MDF budget in coordination with the Channel Marketing Manager
- Drives Partner sales and technical certifications
- Reviews Top Go-To Partner performance quarterly with key stakeholders
- Works collaboratively between partners and Gigamon sales teams to drive white space discussions, work opportunities, and manage events
- Identifies, recruits, and on-boards new partners that fill a geography or vertical market gap
- Understands and works closely with 2 Tier Distribution
- Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
- Stays abreast of competitive products, technologies, and industry trends
- Preparation of presentations, territory plans, and reports
- Maintains SFDC for partners in the region
- Completes required training and development objectives
What you’ve done:
- Seven (7 +) plus years selling high technology products in assigned territory
- Knowledge of networking, data center, and security technologies a plus
- Proven track record of successful selling into channel accounts
Who you are:
- Excellent presentation and communication skills
- Ability to work independently in a fast-paced environment; must be high energy, motivated, and a self-starter
- Ability to travel up to 50% within the assigned territory
The base salary compensation range targeted for this role based out of Gigamon's Santa Clara, CA, Headquarters office is $115,500 - $162,000, with an opportunity to earn an annual bonus or commission (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
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