Channel Account Manager South

Bengaluru - India

Monthly Salary: Not Disclosed

Posted on: Yesterday

Vacancies: 1 Vacancy

Job Summary

Who is Forcepoint

Forcepoint simplifies security for global businesses and governments. Forcepoints all-in-one truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20 years in business. 2.7k employees. 150 countries. 11k customers. 300 patents. If our mission excites you youre in the right place; we want you to bring your own energy to help us create a safer world. All were missing is you!

Develop and drive the partner strategy across Forcepoints top tier focus partners in South and Enterprise SMBs & Mid-Market Sector.
Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals training marketing and other metrics as required
Recruit onboard and enable new partners to expand Forcepoints market coverage
Drive joint business planning sessions to align partner capabilities with Forcepoints objectives.
Manage regional distribution activities as necessary including local cadence
Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers
A key component of partner engagement will be business planning account planning sales cadence and subsequent engagement
Manage partner pipeline cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint
Maintain accurate partner forecasts pipeline visibility and reporting within CRM
Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers
Support MDF activities supporting both enablement and customer development objectives
Represent Forcepoint at regional partner events conferences and networking opportunities.

Education and Experience

Graduate/Post Graduate in business management with 10 15 years operating in a sales-based environment with understanding of the said market (South India and Enterprise SMBs & Mid-Market sector business). Understanding Enterprise decision-making in large opportunities is helpful
5 years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel
Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must
Self starting and comfortable in a dynamic and fast moving environment
Ability to think and present in a structured clear way including developing business plans and executing across multi-functional teams
Willing to travel as necessary
Strong understanding of two-tier distribution models and VAR ecosystems
Understanding of the industry key players and technologies is a big plus
Experience in selling business to business in an IT security company
Proven track record of exceeding sales/revenue targets within a partner-driven model
Ability to close business while achieving a high level of partner satisfaction
Ability to articulate a value proposition clearly and engage at multiple levels within an organization.
Ability to present to external audiences
Excellent relationship management negotiation and communication skills.
Ability to work collaboratively with internal cross-functional teams (marketing sales operations).

Dont meet every single qualification Studies show people are hesitant to apply if they dont meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace so if there is something slightly different about your previous experience but it otherwise aligns and youre excited about this role we encourage you to apply. You could be a great candidate for this or other roles on our team.

The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race color creed religion sex sexual orientation gender identity marital status citizenship status age national origin ancestry disability veteran status or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.

Forcepoint is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Companys career webpage as a result of your disability. You may request reasonable accommodations by sending an email to .

Applicants must have the right to work in the location to which you have applied.

Required Experience:

Manager

Who is ForcepointForcepoint simplifies security for global businesses and governments. Forcepoints all-in-one truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20 years in busine...

Who is Forcepoint

Develop and drive the partner strategy across Forcepoints top tier focus partners in South and Enterprise SMBs & Mid-Market Sector.
Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals training marketing and other metrics as required
Recruit onboard and enable new partners to expand Forcepoints market coverage
Drive joint business planning sessions to align partner capabilities with Forcepoints objectives.
Manage regional distribution activities as necessary including local cadence
Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers
A key component of partner engagement will be business planning account planning sales cadence and subsequent engagement
Manage partner pipeline cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint
Maintain accurate partner forecasts pipeline visibility and reporting within CRM
Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers
Support MDF activities supporting both enablement and customer development objectives
Represent Forcepoint at regional partner events conferences and networking opportunities.

Education and Experience

Graduate/Post Graduate in business management with 10 15 years operating in a sales-based environment with understanding of the said market (South India and Enterprise SMBs & Mid-Market sector business). Understanding Enterprise decision-making in large opportunities is helpful
5 years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel
Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must
Self starting and comfortable in a dynamic and fast moving environment
Ability to think and present in a structured clear way including developing business plans and executing across multi-functional teams
Willing to travel as necessary
Strong understanding of two-tier distribution models and VAR ecosystems
Understanding of the industry key players and technologies is a big plus
Experience in selling business to business in an IT security company
Proven track record of exceeding sales/revenue targets within a partner-driven model
Ability to close business while achieving a high level of partner satisfaction
Ability to articulate a value proposition clearly and engage at multiple levels within an organization.
Ability to present to external audiences
Excellent relationship management negotiation and communication skills.
Ability to work collaboratively with internal cross-functional teams (marketing sales operations).