Federal - Channel Account Manager

Job Title:

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry.  Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. 

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company. 

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. 

We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.

Role Overview:

About the Role

The Federal Channel Account Manager will be responsible for driving net new sales and incremental bookings of existing and new accounts for a complex suite of Skyhigh Security products, solutions, and services through Federal channel partners, systems integrators MSPs, distributors and OEM providers. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Channel Account Manager is responsible for developing channel partner opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

• Create a prospecting strategy to identify potential sales opportunities with channel partners, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly channel sales quotas.

• Manage the channel sales process and leverage internal technical resources as needed to meet partner and customer requirements.

• Analyze the partner and customer environment, scope customer requirements, and collaborate with technical resources to close channel sales opportunities.

• Work closely with partners and customers to drive POCs and POVs. 

• Upsell and cross sell Skyhigh Security products and solutions based on partner and customer opportunities.

• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.

• Develop relationships internally with key stakeholders.

• Engage and present at multiple levels within a partner account including customer stakeholders. 

• Develop account and opportunity plans to improve channel partner strategy.

• Maintain partner and customer satisfaction.

• Develop relationships with our channel and service partners to create strategic opportunities.

About You:

• 5-15 years’ experience in a Federal channel sales, quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with channel partners and customer stakeholders.

• Experience generating partner enabled sales opportunities; must have strong prospecting skills, ability to build channel sales pipeline and possess a strong track record of achieving quarterly channel sales quotas.

• Ability to manage the sales process (MEDDPICC) and negotiate contracts.

• Deep knowledge of the customer’s requirements and security challenges.

• Strong business acumen and ability to build channel partner and customer relationships. Must be able to interpret and execute opportunities within complex organizations.

• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including implementing POCs and POVs.

• Strong relationships with channel partners and system integrators.

• Must possess excellent presentation skills.

• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.

• 3-5 years’ experience with Salesforce and Clari

• Results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)

• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.