About the role
About the Position
The Channel Account Manager (CAM) responsibilities include working within the sales team to promote and sell all portfolio security products within a geographic territory. The CAM is responsible for supporting assigned WatchGuard partners in the assigned territory and will be responsible for active channel partners.
A key responsibility of this role will be the management and development of Telefónica as a strategic partner, strengthening the relationship, identifying new business opportunities, and driving mutual growth and success within the partnership.
The CAM will be responsible for quoting, training, lead generation and follow-up, event support, and the forecasting and tracking for their assigned partners. The CAM will report to the Country Manager and will work closely with the Sales Engineer to assure territory quota attainment, in addition to joining with the sales and field marketing teams in the territory. Success in this position will be measured by meeting successful transaction, growth, and retention goals with the assigned partners. The CAM will keep up-to-date knowledge of the industry and the competitive posture of the company, as well as prepare activity and forecast reports as requested.
Position Responsibilities
- Strive towards the territory quota attainment, retention, and growth/development of active partners
- Act as the primary point of contact and relationship owner for Telefónica, developing and executing joint business plans to drive revenue growth and strategic alignment.
- Maintain regular contact with partners to ensure satisfaction and continued success
- Partner with the Sales Engineer to generate new business and develop current customers through the partner network
- Support partners on standard methodologies and use of WatchGuard, including training, event support, and lead generation
- Create and perform sales presentations to match WatchGuard with audience needs
- Provide ongoing relationship management and training for partners
- Net growth for WatchGuard One Certifications in the territory
- Be knowledgeable of all WatchGuard products, services, and internal sales tools
- Other duties and projects assigned.
Skills and Qualifications
- 5+ years experience in direct and indirect sales in related industry
- Proven experience managing Telefónica as a customer, partner, or strategic account
- Experience with two-tier/channel sales ecosystem required
- Experience in network/cyber security space preferred
- History of sales excellence with national partner accounts and major accounts
- History of consistent plan development and quota achievement
- Strong presentation and written skills
- Ability to self-manage and work remotely
- Must be located in assigned territory
- Familiarity with Salesforce or similar CRM
- Spanish native speaker and fluent in English language