Channel Account Manager
Job Summary
Job Description
The Channel Account Manager will maximize revenue potential of Forescout product portfolio within assigned Channel and Commercial Sales territory via development and management of our key partners. Responsibilities include exceeding quarterly and annual revenue targets, tracking and forecasting sales opportunities, qualifying partners, developing managed partners through training, coordinating with local marketing activities, developing end user opportunities with managed partners, facilitating relationships between the Forescout field sales team and the key partner sales and consulting teams, jointly developing Channel business plans and review quarterly against agreed targets, ensuring close liaison with all relevant functions within Forescout to communicate product and support needs and communicate strategic developments/risks within the Channel, ensuring that managed partners are regularly updated on changes to Forescout Sales operations and how these changes will affect their own sales and internal teams and communicating Forescout strategy and aims on a quarterly basis.
Must have:
- Background in Commercial/SMB sales and Channel management.
- Demonstrable ability to create and manage high-value relationships.
- Understanding of recognized sales methodology.
- Competent in Target Account Selling or other Sales methodologies.
- Understands the market issues and trends affecting business and IT.
- Clear, accurate, and concise reporting.
- Self-motivated and disciplined with a determined attitude to succeed.
- Creative individual with a strong personal presence.
- Flexible with regards to travel within your region.
Perks:
- Competitive compensation and benefits
- Collaborative and innovative environment
- Leadership that supports and encourages professional growth
- Life @ Forescout (Facebook and Instagram)
Job Details
Who We Are
We envision a world where every cyber asset is seen, secure, and compliant.
Forescout Technologies, Inc., a global cybersecurity leader, continuously identifies, protects, and helps ensure the compliance of all managed and unmanaged cyber assets – IT, IoT, IoMT, and OT. For more than 20 years, Fortune 100 organizations and government agencies have trusted Forescout to provide vendor-agnostic, automated cybersecurity at scale.
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.
Responsibilities include maximizing revenue potential of Forescout product portfolio within assigned Channel and Commercial Sales territory via development and management of our key partners. The emphasis should be on winning acceptance of and positive reaction to committing to the Forescout Channel Partner Program.
In this role, you will also be responsible for the following:
- Exceed quarterly and annual revenue targets within a specified territory.
- Track, forecast, coordinate and report on sales opportunities.
- Qualify partner and sell commercial benefits of Forescout partner program to multi-level contacts within your partner accounts.
- Develop managed partners through training to enable them to achieve the most commercially suitable level of Partner program accreditation
- Coordinate with local Marketing activities tied to the business's goals.
- End user opportunity development - Identify and develop successful long-term opportunities alongside managed partners to grow new business for Forescout.
- Facilitate relationships between the Forescout field sales team and the key partner sales and consulting teams to ensure that account mapping is completed and joint account plans developed.
- Jointly develop Channel business plans and review Quarterly against agreed targets.
- Ensure close liaison with all relevant functions within Forescout to communicate product and support needs and communicate strategic developments/risks within the Channel.
- Ensure that managed partners are regularly updated on changes to Forescout Sales operations and how these changes will affect their own sales and internal teams.
- Communicate Forescout strategy and aims on a quarterly basis.
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.
- Background in Commercial/SMB sales and Channel management.
- Demonstrable ability to create, manage/maintain high value relationships.
- Understanding of and demonstrable track record of utilizing a recognized sales methodology.
- Competent and experienced in the application of Target Account Selling methodology or other Sales/Business methodologies.
- Understands the market issues and trends affecting business and use of IT.
- Clear, accurate and concise reporting.
- Self-motivated and disciplined with a determined attitude to succeed.
- Creative individual with strong personal presence.
- Flexible with regards to travel within your region.
What Forescout Offers You
- Competitive compensation and benefits–we cover 80% 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 with supplemental pay 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!
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.
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About The Company
Forescout delivers automated cybersecurity across the digital terrain. We empower our customers to achieve continuous alignment of their security frameworks with their digital realities, across all asset types – IT, IoT, OT, and IoMT. It is a non-stop journey, managing cyber risk through automation and data-powered insights. For more information, please visit www.forescout.com.
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