Channel Account Manager - East

What You’ll Be Doing

The Regional Channel Account Manager - East position plays a crucial role in building Menlo Security’s success in North American Markets.

You will be responsible for working closely with all partners, cross-functional stakeholders, and Sales leadership to shape and drive Menlo’s capabilities in regions to deliver and exceed targets. You will recruit, engage, and enable partners to identify and drive new partner-led business opportunities. This is a key front-line channel sales position reporting into the Vice President, North America Sales.

Key Outcomes

Menlo has a highly successful and respected Channels program throughout the North American Markets, known for its efficiency, profitability, and strong partnerships with top performing channel partners.

Responsibilities include

• Co-developing and executing a comprehensive strategy for the East region including but not limited to resellers, referral partners and distribution that is aligned with Corporate Channel Goals
• Owning the Partner ecosystem within the East region
• Ensuring consistency in terms of the company’s channel sales strategy & execution, regular reporting to the Regional and Global Channel leaders
• Recruiting and management of partners to ensure the regional channel number and regional number are achieved and surpassed
• Acquiring net new business and logo wins by working closely with Sales Rep and Sales Engineer in region and ensuring effective technical onboarding of Partners
• Managing regional key performance metrics with Sales Operations to properly report on Key Results.
• Enable and educate Channel Partners through in person or virtual events on new platform capabilities.

Key Deliverables

• East Partner Strategy Plan
• East Partner Onboarding and Enablement Plan
• East Marketing Strategy
• East Enablement Materials

Requirements

• Bachelor’s degree, Masters degree or equivalent experience
• Minimum of 8+ years of selling experience
• Minimum of 5+ years Information Security experience
• Existing relationships with key North American Channel Partners
• Ability to work independently with substantial latitude for action and decision while maintaining focus on achieving optimal outcomes
• Flexible and adaptable self-starter with strong relationship-building skills
• Passion for your work and an ability to apply that to both daily tasks and larger projects
• Collaborative and team-oriented attitude
• Effective problem-solving capabilities
• Takes initiative and approaches all tasks and projects proactively
• Ability to prioritize and complete multiple tasks with little to no supervision
• Intellectual curiosity, humility, accountability and positive approach