Description:
Zix | AppRiver is looking for a Field Channel Account Manager, in our Northeast Territory, to join our talented sales team. This person will be part of a team of field Channel Account Managers that strategically engage and recruit new Regional strategic partnerships and develop incremental revenue for Zix | Appriver. The ideal candidate is expected to have a blend of existing channel relationships, VAR/DMR/MSP knowledge, technical, business development, and large deal structuring skills and experience. This person will focus on partner recruitment and delivering incremental revenue growth expectations through our partner community in their assigned region. The role reports to the Senior Manager of Channel Sales.
What You Will Be Doing
- Develop a partner recruitment strategy to effectively recruit and enable new strategic channel partners in their assigned region
- Develop sales resources, define messaging, and provide product training that drives sales through partner organizations to end users
- Work with Channel Marketing team to create customized deliverables that meet partners specific needs in the market
- Proactively assess, clarify and validate partner needs on an ongoing basis
- Establish strong relationships with partners’ executive leadership teams
- Develop and manage inside sales team relationships at Channel Partners
- Performs quarterly business review with key strategic partners and dedicated account management team to ensure partner growth and performance targets are met
- Achieve assigned partner recruitment and sales quotas in designated territory
- Assist in negotiating and structuring of deals with key partners
- Drive adoption of company programs among assigned partners
What Experience And Skills We Need You To Have
- Bachelor’s degree (preferably in business or related field) or equivalent related experience required
- 3+ years’ sales experience working with channel partners and customers, preferably in high tech industry
- Consistent and proven attainment of revenue and quota assignments
- Results-driven, self-sufficient and self-motivated individual with a strong commitment to sales excellence
- Strong work ethic and team-oriented mindset
- Excellent interpersonal communication skills and the ability to articulate the Zix | Appriver value proposition at all levels within a partner organization
- Strong business acumen to align VAR/DMR/MSP partner strategies with Zix | Appriver security solutions to develop strong go to market action plans
- Hunter mentality with the ability to recruit new partners to join our Global Partner Program
- Ability to travel 50%+ or as required to meet and exceed objectives