Channel Account Manager

Contrast Security

Pleasanton, CA

Full Time

Senior

10 days ago

Job Description

About the Role

At Contrast Security, we're redefining how organizations protect their software at the speed of modern development. With industry-leading Application Detection and Response (ADR), we give teams the power to detect, stop and fix real threats in real time. We are seeking a creative, self-driven Channel Account leader to create mutually beneficial relationships with new and existing channel business partners, focusing on driving revenue creation and expanding our market presence. The role involves building credibility with senior partner executives, inspiring investments, and helping to take Contrast Security to the next level.

Key Responsibilities

Establish and strive to exceed partner sales targets by creating and implementing strategic plans.
Lead partnerships by defining and communicating mutual value propositions, developing business plans with clear timelines, metrics, and activities to achieve objectives.
Develop and manage the execution of sales strategies, plans, and programs to consistently surpass revenue targets.
Cultivate, motivate, support, and empower key channel partner relationships to drive revenue.
Collaborate effectively across sales, marketing, operations, and product management teams.
Actively contribute to the channel leadership team in shaping and executing the partner growth strategy.
Translate product features into tangible business value for channel partners by understanding their business models and assisting them in developing compelling value propositions for their customers.
Implement tools, programs, and processes for effective channel management and sales growth, including onboarding, enablement, demand generation, and goal attainment initiatives.
Demonstrate a strong drive to succeed and lead by positive example, maintaining a grateful attitude.
Ensure a positive partner experience that fosters their success and benefits Contrast.

Requirements

8+ years of successful complex sales, channel, and business development experience in enterprise security software applications within the assigned territory.
Proven track record of exceeding quarterly and annual sales targets.
Successful experience in a startup environment.
Established relationships with partners in the region specializing in Security Operations and DevSecOps.
Must be results-oriented with high integrity.
Strong organizational skills and self-starter mentality.
Excellent written, verbal, presentation, and teaching abilities.
Excellent collaboration skills to bring field sales and partner sales together effectively.
High energy, positive attitude, strong communication skills, and accountability.
BS/BA degree in a relevant field.
Ability to travel up to 50%.

Qualifications

BS/BA degree in a relevant field.

Working at Contrast Security

We're transforming the way the world secures software. If you're ready to make a real impact, thrive in a fast-paced environment, and grow alongside a team of passionate professionals, we'd love to hear from you.

Apply Now