Channel Account Manager

As a Channel Account Manager at SpecterOps, you will be responsible for identifying and onboarding new partners to sell our BloodHound Enterprise product. Additionally, you'll manage existing partner relationships, develop training plans, and set revenue targets while ensuring that you meet quarterly and annual sales goals. You're expected to develop a profound understanding of your partners' business needs and opportunities, helping to maximize revenue potential and drive effective go-to-market strategies.

To qualify for the Channel Account Manager role at SpecterOps, you should have a minimum of 5 to 7 years of full-cycle channel sales management experience, complemented by a Bachelor’s degree or equivalent work experience. A deep understanding of channel sales models and the ability to design GTM strategies are essential, along with effective presentation and negotiation skills. Your expertise in managing partner relationships and executing joint business planning will also play a critical role in your success.

The hiring process for the Channel Account Manager position at SpecterOps involves multiple stages, including an initial application review, one or more interviews focusing on your channel sales experience and cultural fit, and potentially a task or case study to evaluate your strategic thinking. We prioritize candidates who embody our core values, making a passion for continual improvement and collaboration essential.

As a Channel Account Manager at SpecterOps, you will enjoy an attractive benefits package that includes health, dental, vision, and life insurance fully covered for you and your family. Additionally, the company offers flexible time off, 401(k) with matching, stock options, a generous professional development allowance, and monthly reimbursements for your home office setup and communication costs.

Yes, the Channel Account Manager position at SpecterOps is remote-friendly, allowing you to work from anywhere in the United States. While most of your work will be conducted remotely, occasional travel for in-person company events and meetings may be required, typically on a quarterly basis.

To effectively onboard a new channel partner at SpecterOps, I would first conduct a comprehensive assessment of their business needs and goals. Next, I would develop a tailored training and enablement plan that introduces them to our products, specifically BloodHound Enterprise, and aligns with their sales strategy. Establishing open lines of communication and setting clear expectations would also be essential to foster a collaborative relationship.

In my previous roles, I have successfully managed channel partnerships by focusing on building strong, trust-based relationships. I regularly held strategic meetings with partners to assess performance metrics, identify growth opportunities, and address challenges collaboratively. By implementing joint business planning sessions, I ensured that both parties remained aligned and accountable for achieving shared objectives.

When evaluating the success of a channel partner, I focus on several critical metrics, including revenue growth, the number of leads generated, deal closure rates, and partner engagement levels. Tracking these indicators regularly helps in identifying areas needing improvement and driving strategic initiatives to enhance performance.

One challenging negotiation I faced involved adjusting pricing terms for a strategic partner that was uncertain about the impact on their margins. I approached this with transparency, presenting data that highlighted the long-term benefits of our partnership. By emphasizing mutual growth potential and demonstrating how our solutions could enhance their competitive edge, I successfully reached an agreement that satisfied both parties.

I stay updated on trends in the channel sales landscape by regularly engaging with industry publications, participating in webinars, and attending relevant conferences. Additionally, I continuously seek out feedback from partners and colleagues to identify emerging best practices and shifts in market dynamics that can inform our channel strategy.

When developing training materials for channel partners, I utilize a variety of formats, including video tutorials, webinars, and collaborative workshops. Understanding the specific needs of each partner allows me to create tailored content that addresses their unique challenges and objectives. I also encourage feedback to refine materials continually and enhance partner onboarding experiences.

To identify competitive threats in my territory, I would employ market analysis and partner feedback to understand their strengths and weaknesses. Using this information, I’d develop tailored strategies to enhance our value proposition and address gaps. To overcome these threats, building strategic relationships and offering superior customer support would be critical steps.

My approach to setting revenue targets with partners involves collaborative discussions to align our goals and expectations. I analyze historical performance data and market potential to establish realistic yet ambitious targets. Ensuring that both parties agree on these targets fosters accountability and motivation to achieve them together.

To ensure effective communication with my partners, I establish regular check-ins to discuss their progress, challenges, and any new developments. Utilizing diverse communication tools—such as emails, calls, and video conferencing—ensures that information flows smoothly. Additionally, I emphasize responsiveness and encourage partners to reach out any time they have questions or concerns.

In my previous position, I collaborated closely with a partner that was struggling with sales. By conducting a joint assessment, we identified untapped market segments and adjusted their sales strategy accordingly. With tailored training and targeted campaigns, they experienced significant growth, exceeding their sales targets by over 50% within a year. This not only strengthened our partnership but also solidified our brand's credibility in the market.