Channel Account Manager - SoCal

The Channel Account Manager - SoCal at CyberArk is responsible for establishing and growing indirect sales models across the region. This includes building relationships with territory channel partners, executing sales plans, facilitating partner training, and collaborating with marketing to create campaigns that enhance revenue generation.

To apply for the Channel Account Manager - SoCal position at CyberArk, candidates should have a minimum of 8 years of experience in building and managing partnerships, a strong technical aptitude in Information Security, and an impressive record of quota over-achievement in indirect sales environments. A bachelor’s degree is required, with advanced degrees preferred.

As a Channel Account Manager - SoCal at CyberArk, you can expect to travel approximately 50% of the time. This travel is crucial for building strong relationships with partners and customers, facilitating training sessions, and participating in various events that drive sales opportunities.

The compensation package for the Channel Account Manager - SoCal at CyberArk ranges from $124,000 to $172,000 per year, in addition to commissions or discretionary bonuses based on performance. The package also includes a variety of medical, dental, vision, and financial benefits.

CyberArk is committed to the professional growth of its Channel Account Managers by offering robust training programs, opportunities for skills development, and access to industry resources. This supportive environment encourages continuous learning and equips managers with the tools to thrive in their roles.

When answering this question, share specific examples of partnerships you’ve built and managed. Highlight your involvement in recruiting, training, and enabling partners to achieve mutual success and how you’ve overcome any challenges during the process.

Discuss your strategic planning approach, including assessing market opportunities, understanding partner strengths, and aligning both CyberArk’s and the partner's goals. Explain how you ensure that all parties have input in the plan to increase buy-in and commitment.

Share the methods you’ve found most effective for recruitment, such as networking, utilizing industry relationships, or leveraging existing partnerships. Discuss how you assess the fit of potential partners and how you engage them in the CyberArk value proposition.

When providing an example, outline the campaign objectives, the steps taken to design the campaign, and how you measured its success. Make sure to emphasize collaboration with partners and the results achieved, such as revenue increase or engagement metrics.

Emphasize the importance of regular communication, providing ongoing support, and recognizing their achievements. Discuss how you create a strategic roadmap with your partners to ensure continuous alignment and satisfaction.

Provide an overview of your training sessions, including how you tailor content to different partner needs, track attendance and progress, and assess the effectiveness of the training through feedback and performance metrics.

Discuss your approach to identifying the root causes of underperformance and how you would work collaboratively with partners to create a performance improvement plan. Share a specific example if applicable.

Focus on specific situations where your strategies and efforts led to exceeding sales expectations. Showcase the methods you've applied and the results you obtained, emphasizing your contributions to team success as well.

Talk about any CRM or partner management tools you are familiar with. Discuss how these tools have helped you maintain and improve relationships through data tracking, communication, and operational efficiencies.

Mention resources you follow, including industry publications, webinars, and networking events. Also, explain how staying informed helps you adapt your strategies and provide valuable insights to your partners.