Job details

Sr. Channel Account Manager

At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.

The Senior Channel Account Manager is responsible for managing all sales aspects of Gigamon’s channel partner community for the DACH & EE Region, ensuring alignment with corporate sales objectives. This role is pivotal in driving revenue growth and expanding market share through strategic partnerships and effective channel management. Additionally, the Senior Channel Account Manager will play a crucial role in fostering long-term, mutually beneficial relationships with our partners to ensure sustained success.

What You'll Do:

Responsible for the day-to-day relationship management of channel partners
Meets / Exceeds Revenue Goals
Maintains productive, professional, relationships with key stakeholder personnel within Top Go To Partners
Ensures partner compliance with Channel Partner programs and agreements
Communicates product launches and promotions; drives partner participation to vendor events
Leads joint partner planning process to develop objectives, financial targets, and critical milestones
Executes marketing activities and MDF budget in coordination with Channel Marketing Manager
Drives Partner sales and technical certifications
Reviews Top Go To Partner performance quarterly with key stakeholders
Works collaboratively between partners and Gigamon sales teams to drive white space discussions, work opportunities and manage events
Identifies, recruits and on-boards new partners that fill a geography or vertical market gap
Understands and works closely with 2 Tier Distribution
Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners
Stays abreast of competitive products, technologies and industry trends
Preparation of presentations, territory plans and reports
Maintains SFDC for partners in region
Completes required training and development objectives

What You've Done:

‪Seven (7 +) plus years selling high technology products in assigned territory
Knowledge of networking, data center and security technologies a plus
Proven track record of successful selling into channel accounts

Who You Are:

Excellent presentation and communication skills
Ability to work independently in a fast-paced environment; must be high energy, motivated and a self starter
Ability to travel up to 50% within the assigned territory
Fluency in German and English is a must

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Gigamon Glassdoor Company Review

3.7