- Ellicott City, MD
- Category: Sales
- Type: Full-time
- Min. Experience: Senior Level
Channel Account Manager
Why Blackpoint?
Ready to give some hackers hell? On the Blackpoint Cyber Team, we win the unfair fight while helping others protect what’s most important to them. Simply put, our team takes out the adversaries before they see us coming. Join us today and help put the bad guys in their place for good. Blackpoint Cyber was built by former US Department of Defense and Intelligence security experts focused on stopping malicious tradecraft and safeguarding MSP operations. Our mission? Provide absolute and unified Managed Detection and Response services to organizations across the world.
Company Culture
On this team, we value high-quality execution, ownership, and strong morals. With us, principles are never tested, and we are proud to always do right by our customers. If you’re a driven professional with a passion for learning and contributing towards the best, then Blackpoint welcomes you. Our team is energetic and collaborative, maintaining a high-performance culture and enabling growth through overcoming challenges in the modern cyberthreat landscape.
The Opportunity
Our Channel team at Blackpoint is ELITE. Through this function, our channel partners feel empowered to collaborate, engage and grow the partnership with Blackpoint Cyber allowing us to successfully scale business and increase revenue via growth in the channel. We love that through our channel partners, companies gain access to an ecosystem of products that are absolutely game changing for them, and the industry.
We are seeking a Senior Channel Account Manager to be responsible for managing all Channel Sales aspects of the company's business within an assigned Territory. Success in this role is dependent on the ability to implement and manage an effective channel strategy.
What you'll do:
- Cultivates productive, professional relationships with key personnel across new and existing channel partner accounts as well as internally.
- Meets assigned targets for profitable sales volume and strategic objectives across strategic channel partner accounts.
- Works with channel partners to proactively create thoughtful GTM business plans that benefit revenue growth for Blackpoint and partner.
- Leads a quarterly/monthly partner planning session that develops mutual performance objectives, financial targets, and critical milestones associated with a productive channel partnership.
- Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
- Educate and enable channel partners on product specific qualification process, “how to sell” and win strategies, and engagement best practices to be used in prospective accounts.
- Ensure that all assigned partners in the region are kept fully informed on all relevant initiatives, activities and product/solution developments through regular updates.
- Manages potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
- Assist in identifying improvements to our internal sales operations systems to improve channel processes.
- Serve as a point of contact for new distribution partners; assisting with on-boarding and training of the Blackpoint Cyber sales process, policies, and procedures.
What You’ll Bring:
- You’ve spent your time building lasting and strategic c-level relationships within the channel.
- Demonstrated experience in Software as a Service (SaaS) sales (if it's in Cyber... that's a bonus!).
- Energetic, collaborative & highly organized.
- Experience working in a hyper growth tech company provider of software, or cloud company who has strong business acumen and entrepreneurial mindset.
- Able to identify key strategic concerns quickly and driving internal stakeholders to a consensus and experience working in high growth start-up or similar environment.
- Exceptional interpersonal skills and ability to develop strong working relationships both inside and outside.
- Existing business relationships and professional network with IT/software/hardware distributors and resellers is a plus.
- Entrepreneurial, persistent, and resourceful, with the ability to learn quickly about new technologies.