Description
Absolute Security is seeking a Channel Account Manager to join our EMEA Channel Sales team. The successful candidate will be based in EMEA and will report directly to Senior Director, Channel Sales.The Channel Account Manager will play a key role in developing, managing, and growing relationships with channel partners including OEM (DELL, HP, LENOVO) and Distribution and Reseller Channel. This role is integral to our strategy of expanding our market presence within Europe, Middle East and Africa focusing on partner recruitment, development, and ongoing management. The ideal candidate will possess strong business acumen and a proven track record of successfully driving sales within OEM, Distributors and Resellers. You must have a strong desire to assist with winning deals and RFPs while delivering quarterly revenue commitments and maintaining strong forecast accuracy. This position requires excellent communication and negotiation skills, as you will frequently interact with senior stakeholders within partner organizations. A willingness to travel within the assigned territory, which could be up to 50% of the time, is also essential.Responsibilities:
1. Actively identify, recruit, and develop new channel partners while deepening relationships with existing partners.
2. Collaborate with Regional Sales Team and Channel Director to create and execute channel strategies aimed at driving revenue growth
3. Proactively identify and pursue new business opportunities with channel partners, while addressing competitive threats.
4. Identify and engage new partners to fill gaps in coverage or to explore new market opportunities.
5. Provide sales training and enablement resources to partners, ensuring they are well-equipped to promote and sell Absolute Security's solutions.
6. Work on account planning and regularly track the progress of leads assigned to channel partners, ensuring they are followed through to closure.
7. Manage and resolve any channel conflicts to maintain strong partner relationships and ensure alignment with company goals.
8. Work closely with a cross-functional team of Sales Leadership, Pre-Sales, Marketing, Channel, and OEM partners to execute on the strategic sales plan.
9. Exceed quarterly and annual ARR sales targets.
10. Protect the security and privacy of Absolute and its customers.
11. Other duties as assigned by management.
Requirements:
12. 5+ years of experience in sales, particularly in OEM channel management, Distribution and Reseller channels, with a focus on high-end software solutions such as SaaS, cloud services, or IT infrastructure.
13. Experience working with OEM partners and a deep understanding of Cyber Security Market.
14. Strong communication and negotiation skills are essential, as the role requires frequent interaction with senior stakeholders within partner organizations.
15. Bachelor's degree in business, Sales, Marketing, or related field preferred.
16. Experience closing large, complex deals with long sales cycles.
17. Proven track record of executing sales strategies to acquire new partners and customers.
18. Excellent communication, presentation, consultative, and negotiation skills.
19. Self-motivated, aggressive self-starter with a passion for driving results and exceeding targets.
20. and modern sales tech stack tool proficiency.
21. Modern sales methodology and MEDDPICC proficiency.
22. Force Management Command of the Message experience highly desirable.
23. Ability to work independently and as part of a collaborative team.
24. Language Skills – English and German
Nice-to-haves:
25. Creativity in resolving conflicts and a proactive approach to driving revenue.
26. Multi-lingual – French, Spanish
Benefits:
27. Opportunity to work with a leading global security company.
28. Access to a collaborative and innovative work environment.
29. Potential for career growth and development within the company