Channel Account Manager

At Thales we know technology has the ability to make our world more secure sustainable and inclusive and that its all driven by human intelligence.

Because it takes human intelligence to build and power the systems and solutions that people depend on every day. So we stay curious and make space for diverse points of view. We share what we know and we challenge whats possible.

From manufacturing and engineering to cybersecurity and space were driving progress in some of the worlds most important industries and working together to build a future we can all trust.

The Channel Account Manager is responsible for the definition and delivery of a strong channel strategy across CSP in ANZ encompassing distributors Value Added Resellers and Managed Service Providers for Data Security and Imperva. Key aspects of the role include maximizing channel revenues and productivity across ANZ and setting the direction for replicable best practice in the CSP channel business across the region. The Channel Account Manager will leverage a strategic market outlook to lead and engage in detailed channel and territory planning with regional channel sales teams and sales leadership using performance metrics to measure success and drive improvements in the ANZ channel business.

The Channel Account Manager ensures that business initiatives are tailored to the needs of the channel business and also plays an active role in developing and optimizing the Partner Program. The Channel Account Manager solves issues which impact channel efficiency and success whilst working with stakeholders internally and externally. The Channel Account Manager acts a key contributor to channel communications and interfaces with channel partners and their senior management across ANZ.

• Develop and manage a robust and creative channel strategy for ANZ

• Develop and drive engagement through successful relationships with key channel partners at senior management level

• Lead the development of territory channel plans together with local sales teams with concrete action plans and regular cadence of reviews

• Partner with local channel sales teams to analyze partner coverage in region identify gaps and support recruitment and enablement

• Set and drive Channel best practice and facilitate its deployment across ANZ remaining sensitive to local specifics

• Drive strategies to reduce friction in the ANZ sales channel and increase the ease of doing business

• Enable the partner community to sell Thales solutions from the entire CSP portfolio with a focus on incremental business and service delivery

• Plan and develop channel go-to-market strategies and execute on marketing initiatives to deliver on the strategy

• Play a leading role in the design optimization and implementation of the Partner Program across ANZ

• Establish implement and evaluate channel metrics to measure performance revenue and pipeline growth incremental business product mix certified resources etc.

• Play a key role in creating an executive level Thales value proposition for target partners as well as developing channel sales collateral

• Present ANZ Sales Channel performance and business results through regular communication forecasts agendas and reports

• Experience of developing and presenting channel strategies across ANZ

• Proven strong cross functional leadership and excellent communication skills to drive consensus across groups both internally and within the Channel/Partner organizations

• Strong business planning skills and proven ability to execute and deliver a defined plan

• Strong written and verbal communication skills with an ability to clearly and effectively articulate purpose

• Accustomed to delivering results in a fast-paced environment to prioritize effectively think big picture and use good judgment in resolving difficult issues

• Extensive Channel Management experience with a proven track record of success

• Passion commitment and drive for success; experience working across matrix managed teams and organizations

• 5 years minimum experience in channel sales and channel development in a security networking or infrastructure company

• Ability to engage with all levels of a partner organization

• Results oriented and effective in customer situations comprising senior level management

• Must demonstrate both personal integrity and the ability to exercise good judgment

• Ability to perform job functions independently with limited supervision

Its easy to dismiss the perfect opportunity if you dont see yourself as the perfect fit. If this role feels right no matter your background or personal circumstances please introduce yourself or join our community. Were committed to supporting a diverse workplace and that starts here.

Were proud to be endorsed by WORK180 as an Employer for All Women but we know theres always more we can do. Well continue to foster industry partnerships employee resource groups (ERGs) and development opportunities to make Thales a genuinely equitable employer for everyone.

Read more about our WORK180 endorsement.