Cybersecurity Channel Sales Manager

2 weeks ago

Reading, Reading, United Kingdom Proofpoint Full time

At Proofpoint, we're committed to protecting people and organizations from the latest cyber threats. As a Senior Channel Account Manager, you'll play a critical role in developing and executing strategic sales plans with key resellers in the UKI region.

This is a unique opportunity to join our EMEA Channel Sales organization and drive business growth through partnerships. You'll work closely with our Channel Director, UKISA, to develop and execute business plans, including Quarterly Business Reviews, to deepen our traction with partners.

Key responsibilities include:

  • Developing and executing channel sales strategies to recruit, enable, and develop targeted resellers, service providers, and other organizations.
  • Defining and executing business plans, including Quarterly Business Reviews, to deepen our traction with partners.
  • Assisting with driving pipeline, sales qualification, and closing of business.
  • Meeting NARR (New and Recurring Revenue) quotas and achieving partner Deal Registration and pipeline generation targets.
  • Regular interaction with partner stakeholders, executives, sales, and sales management teams.
  • Conducting regular sales training presentations with partner sales teams to ensure they can articulate and position Proofpoint's value proposition.
  • Overseeing relationship building activities and account mapping activities between Proofpoint sales organization and partners in the region.
  • Working with the Channel Marketing Team to drive marketing programs with key partners and ensure activities tie back to successful ROI's.
  • Maintaining up-to-date knowledge of Proofpoint's solutions and competitive positioning in the marketplace.

Requirements include:

  • Proven success as an experienced Channel Account Manager or similar role within the UK market.
  • Experience of the cyber security market and technologies, with an up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets.
  • Innovative and outcome-based, always looking for ways to gain a competitive advantage and deliver positive results for Proofpoint and partners.
  • Outstanding presentation skills and the ability to lead customer discussions to advance the sales process.
  • Ability to coordinate and manage multiple teams to achieve organizational goals (inside sales, renewals, systems engineering, sales management).
  • Experience of developing and presenting plans and activities to all levels of management.
  • Grow partner status to higher partner levels and thus greater commitment.
  • Train partners to qualify target accounts and opportunities.
  • Attention to detail, provide accurate forecasting and reporting.
  • Ability to self-motivate and work independently.
  • Direct and/or Channel Sales experience is desired.
  • Contract negotiation experience is desired.

At Proofpoint, we're a customer-focused and driven-to-win organization with leading-edge products. We're an inclusive, diverse, multinational company that believes in culture fit, but more importantly 'culture-add', and we strongly encourage people from all walks of life to apply.

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