About the job
About the Role:
Join Appgate as a Channel Account Manager and play a pivotal role in fostering growth through our Reseller, GSI, and Technical Alliance Partner ecosystem across the United States and Canada. In this dynamic and fast-paced environment, you will cultivate relationships with key channel partners, develop and implement collaborative go-to-market strategies, and ensure our innovative solutions reach customers efficiently through a partner-driven model. This position reports directly to the VP of Channel Sales and Global Channel Operations and involves approximately 50% travel to engage with partners and attend industry events.
Key Responsibilities & Deliverables:
· Drive Partner-Sourced Revenue: Exceed your assigned channel sales quota by actively driving partner-sourced deals and generating incremental revenue throughout the region. Manage the complete channel sales process with partners to secure new business and logos.
· Strategic Partner Management: Establish, nurture, and expand robust relationships with strategic channel partners, including national and regional Resellers, GSIs, and Technical Alliance Partners. Develop trust-based relationships with partner principals and sales teams to ensure alignment on objectives, continually assessing partner health and satisfaction to address their needs effectively.
· Go-to-Market Planning: Collaboratively develop and execute comprehensive business plans and go-to-market (GTM) strategies with key partners. Define mutual objectives, sales targets, marketing initiatives, and measurable outcomes for each fiscal period. Proactively lead quarterly business reviews with partners to monitor progress against plans and adjust strategies as necessary.
· Pipeline Development: Identify and pursue new business opportunities through partners. Collaborate with partners to create a robust sales pipeline – including lead generation activities, partner marketing events, and demand generation. Encourage partners to register deals and proactively target key accounts together, leveraging market trend insights to prioritize impactful efforts.
· Partner Enablement: Enhance partners’ ability to effectively sell our solutions. Coordinate and deliver partner training and enablement programs, covering product training, certifications, and sales coaching on our unique value proposition and competitive advantages. Equip partners with essential sales tools and collateral to facilitate success.
