Channel Account Manager - Central US

As a Channel Account Manager at Corelight, your main responsibilities include managing partner recruitment and enablement within the Central US Region, collaborating with the sales team to maximize territory coverage, and nurturing vital relationships between partner and internal teams. You'll also be in charge of developing lead generation events and tracking performance to ensure successful outcomes with your focus partners.

To qualify for the Channel Account Manager position at Corelight, you need a BA/BS technical degree or equivalent and at least five years of experience in a similar role, particularly in security or network infrastructure. Strong motivation to exceed sales goals, excellent communication, and presentation skills are crucial for success in this position.

In addition to the basic qualifications, Corelight prefers candidates who have existing relationships with key security partners, extensive experience in distribution channels, and familiarity with platforms like Carahsoft. A proven track record in setting up executive meetings and conducting effective quarterly business reviews is also an asset.

Corelight fosters a culture that values diversity in backgrounds and thought, encourages low-ego results, and champions applied curiosity along with a tireless commitment to customer service. As a Channel Account Manager, you can expect to be part of a geographically dispersed yet connected team, maintaining flexibility between working from home and our various office locations.

The compensation for a Channel Account Manager at Corelight ranges from $140,000 to $155,000 USD, depending on factors like your location, skills, and experience. Additionally, a portion of the compensation may include commission-based incentives or discretionary bonuses, along with equity and a comprehensive benefits package to ensure your success and well-being.

In your response, focus on your specific experiences with channel partners, detailing how you recruited, enabled, and built relationships with them. Highlight outcomes such as increased sales volume or successful lead generation events, showcasing your strategic approach and ability to foster growth.

Discuss your methodology for training partnerships, including any specific programs or resources you've developed. Emphasize the importance of ongoing support and communication in ensuring that partners feel equipped to sell and support the products effectively.

Explain how you set and track goals, using metrics to gauge success. Share specific strategies like incentivizing partners or coordinating marketing efforts to help drive sales. Provide examples of how these strategies resulted in measurable outcomes.

Use the STAR method to outline the situation, task, action, and results. Focus on the challenge, how you communicated and collaborated with the partner to find solutions, and the positive outcomes that resulted from your efforts.

Discuss your methods for keeping informed, such as attending industry conferences, reading relevant publications, or participating in professional networks. Emphasize how this knowledge helps you guide your channel strategy effectively.

Share your perspective on the traits that lead to success in a Channel Account Manager role, such as resilience, adaptability, or strong interpersonal skills. Use examples from your experience to illustrate why you believe these traits are vital.

Detail a specific case where you established a strong partnership, focusing on the steps you took and the long-term results that arose from that relationship. Highlight your interpersonal skills and ability to deliver value to partners.

Discuss the key performance indicators (KPIs) you use to evaluate partnerships, such as revenue growth, lead generation effectiveness, or partner satisfaction. Provide examples of how you’ve tracked and reported on these KPIs.

Explain the critical importance of communication in channel management, including regular check-ins, collaborative strategy sessions, and transparent reporting. Highlight how effective communication fosters trust and drives shared success.

Name specific tools or platforms that you have used to streamline communication and management of channel partners. Talk about how these tools assist in tracking metrics, scheduling meetings, and sharing important data or resources.