Channel Account Manager
Job Summary
Job Description
Forescout is seeking a Channel Account Manager to focus on developing and enabling its base of developmental partners and supporting its distribution network. This role is designed for individuals who excel at building relationships over the phone and driving partner engagement from the office to create scalable opportunities. You will collaborate closely with distributors to support a broad base of partners, ensuring they are informed, enabled, and motivated to promote Forescout solutions. This position requires a collaborative, organized, and commercially-minded individual looking to advance their channel career. The role is primarily office-based, with occasional travel, and success will be measured by increased partner activation, deal registrations, and pipeline growth.
Must have:
- Partner Development & Engagement
- Distributor Support & Collaboration
- Pipeline Growth & Opportunity Management
- Enablement & Marketing Support
- Performance Tracking & Reporting
Good to have:
- Experience in channel sales, partner management, or business development in IT/cybersecurity.
- Comfortable building relationships virtually and over the phone.
- Organized, proactive, and able to manage high volume of partner interactions.
- Understanding of distributors and their role in partner support.
- Strong communication and collaboration skills.
- Driven and eager to learn with aspirations for a senior channel role.
Perks:
- Professional growth and development opportunities.
- Diverse and inclusive culture fostering collaboration and innovation.
- Opportunity to make a global impact on security.
- Work with industry-leading technology.
- Competitive total compensation package.
- Recognition for strong work ethic and proactive engagement.
4 skills required
Job Details
What We Do
Managing cyber risk, together – Today the modern enterprise is an Enterprise of Things. We are on a mission to secure the Enterprise of Things with active defense by identifying, segmenting, and enforcing compliance of every connected thing in a real-time and at scale. Our unified security platform enables enterprises and government agencies to focus on Zero Trust segmentation, IT/OT convergence, and OT/ICS innovation, all supporting our mission and vision.
Join us as we secure the world with our products. We are looking for resourceful individuals to collaborate as one team while ensuring a world-class customer experience. We are cyber-obsessed about addressing the world’s most challenging security problems. Innovation starts here, everyone’s ideas are valued, visionaries welcomed!
What You Will Do
As a Business Development Channel Account Manager, you will focus on developing & enabling Forescout’s base of developmental partners & supporting our distribution network. This role is designed for someone who enjoys building relationships over the phone, driving partner engagement from the office, & creating scalable opportunities that contribute to the channel’s success. You will work closely with our distributors to support a broad base of partners, ensuring they are informed, enabled, & motivated to promote Forescout solutions. This role is highly suited to a collaborative, organised, & commercially minded individual looking to grow their channel career.<br>This role is primarily office-based (home office, Forescout office, partner office), with occasional travel for partner events or key meetings. Success will be measured by increased partner activation, deal registrations, & contribution to pipeline growth
- Partner Development & Engagement:
• Manage & grow relationships with a wide range of developmental partners, helping them progress from awareness to active engagement.
• Build trusted relationships primarily via calls, emails, & virtual meetings, supplemented by targeted in-person visits when needed.
• Work with distributors to identify & nurture high-potential partners. - Distributor Support & Collaboration:
• Serve as a key point of contact for distributors to support & enable their reseller base.
• Coordinate distributor-led partner recruitment & enablement activities.
• Track partner pipelines within distribution to drive deal momentum. - Pipeline Growth & Opportunity Management:
• Drive partner-led opportunity creation through proactive engagement & structured follow-ups.
• Support deal registration growth by guiding partners through the process & aligning with Forescout sales teams.
• Monitor & drive progress on inactive or underperforming partners. - Enablement & Marketing Support:
• Encourage uptake of Forescout partner training, accreditations, & certifications.
• Work with marketing teams to amplify campaigns & help partners utilise available resources.
• Support virtual & local partner events to build awareness & engagement. - Performance Tracking & Reporting:
• Regularly report on partner activity, pipeline contributions, & key metrics.
• Maintain accurate partner data in Salesforce & ensure distributors are aligned on partner performance expectations.
What You Will Bring To Forescout
- Some experience in channel sales, partner management, or business development within the IT/cybersecurity space is ideal.
- Comfortable building relationships over the phone & driving engagement virtually.
- Organised and proactive, with the ability to manage a high volume of partner interactions effectively.
- Understanding of distributors & their role in supporting partners.
- Strong communication & collaboration skills to work across internal teams & external partners.
- Driven & eager to learn, with aspirations to grow into a senior channel role in the future.<br>
Success Metrics
- Growth in deal registrations & partner-led opportunities.
- Increased activation & engagement of developmental partners.
- Enhanced collaboration with distributors & measurable impact on pipeline creation.
- Positive feedback from partners & distributors on responsiveness and support
What Forescout Offers You
Our visionary leadership team fosters an environment that encourages professional growth and development. We champion a diverse and inclusive culture that cultivates collaboration and innovation, where our team can make a global impact on security while working with industry-leading technology. We take pride in offering a competitive total compensation package. If you have a strong work ethic, are visible and lean in, you will be recognised. We are in growth mode and there is a ton of opportunity at Forescout. Apply now to find out more!
More About Forescout
The Forescout 4D Platform™ provides complete asset intelligence and control across IT, OT, IoT, and IoMT environments. For more than 20 years, Fortune 100 organizations, government agencies, and large enterprises have trusted Forescout as their foundation to manage cyber risk, ensure compliance, and mitigate threats. With seamless context sharing and workflow orchestration across more than 100 full-featured security and IT product integrations, Forescout makes every cybersecurity investment more effective. Learn more at www.Forescout.com.
Our Mission
To continuously identify, protect, and ensure the compliance of all cyber assets across the modern organisation.
Our Vision
A world where every cyber asset is seen, secure and compliant.
Our Cultural Values
- 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.
- Collaborative, without Ego – No one succeeds alone. We strive to be the humble person that people want to work with.
- Relentless – We're smart, determined, and find a way. We figure stuff out.
- One Team – We all work together, and we all win together.
Our DEI Statement
At Forescout, we are committed to fostering a diverse, equitable, and inclusive workplace. We believe that diversity of background, experiences, and perspectives leads to innovation, creativity, and better decision making. We strive to create an environment where all team members feel valued, respected, and empowered. We actively promote equal opportunities and fair treatment for all individuals, regardless of their race, religion, colour, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, disability, status as a protected veteran, or any other characteristic protected by law. By embracing Diversity, Equity and Inclusion, we aspire to build a successful culture where we work together and win together as One Team.
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 as a result of the referral or through other means.
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