Channel Account Manager - Federal

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cyber security SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

The Role:

BeyondTrust is seeking a highly motivated Channel Account Manager to take responsibility for driving and delivering our federal resellers, System Integrator and supporting distribution partners.

As a driven Channel Manager, you will proactively grow our partner network, nurture relationships, and educate our partners and their sales team on what BeyondTrust has to offer.

What You’ll Do:

• Build, cultivate, and develop strategic channel partnerships within the US federal business
• Build specific and measurable growth initiatives that align to the partner business strategy.
• On-board, enable, engage and map account and business plans with partners.
• Collaborate with sales teams to provide partners that add value to our current customers, identify opportunities and assist in targeted sales pursuits.
• Assume quota responsibility across defined partner channels.
• Foster strong consultative relationships and continually assess, clarify, and validate partner needs on an ongoing basis.
• Collaborate with the marketing team to develop a region-specific channel marketing programs.
• Measurement and analysis of channel programs, promotions, and other activities.
• Develop and maintain strong working relationships at the executive level with key channels and partners.

What You’ll Bring:

• Experience in Channel Management aligned to the US Federal Government business and supporting Federal System Integrators.
• 3-5+ years’ experience of software channel sales.
• Demonstrated knowledge of partner ecosystem in the territory.
• Demonstrated track record of meeting and / or exceeding revenue objectives, especially for revenue sourced through the channel.
• Experience working with SalesForce (CRM) and report building.
• Excellent presentation skills to executives & individual contributors.
• Experience of analyzing performance to identify areas of improvement and optimization.
• Exceptional communication and negotiation skills.

Who Are You:

• You are passionate, optimistic, and energetic
• You have an insatiable thirst for knowledge and improvement and the desire to grow in your role and in the company!
• You are up to speed in the latest Cyber Security and Software trends… you work relentlessly to be innovative and stay relevant for the benefits of our customers, partners, employees, and the company.
• You evoke inspiration in those around you and encourage them to create their best work.
• You always work for the best interest of the group.
• You have unwavering personal integrity and work ethic.
• You are proactive.
• You are motivated, no excuses, and a tenacious self-starter.

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

About Us

About Us

BeyondTrust is the worldwide leader in intelligent identity and access security, enabling organizations to protect identities, stop threats, and deliver dynamic access. We are leading the charge in innovating identity-first security and are trusted by 20,000 customers, including 75 of the Fortune 100, plus a global ecosystem of partners.