Channel Account Manager driving revenue with strategic partners in the Cybersecurity industry at Delinea. Collaborating with a global team to strengthen partner relationships and achieve business goals.
About the role
- Senior Account Manager driving revenue growth and customer initiatives in Phoenix, AZ. Engaging with partners and prospects to deliver Digital Realty solutions.
Responsibilities
- Plans, builds, and maintains relationships with key partners in assigned accounts/prospects.
- Facilitates customer relationships to ensure timely resolution of customer issues.
- Conducts quarterly business reviews with customers to identify and develop new selling opportunities.
- Coordinates sales approach with the extended sales team and external partners.
- Demonstrates consistent intra-region selling and occasional cross region exports.
- Uses network of peer representatives in strategic alliance and reseller partners to map and penetrate accounts.
- Research and document detailed understanding of customer business and organizational landscape on select accounts.
- Develops account plans focused on maintaining/growing accounts.
- Identifies customer’s business needs, challenges, and technical requirements to match to Digital Realty solutions in partnership with SEs/SAs.
- Delivers pitch in partnership with SE/SAs and tailors pitch to customer needs.
- Proven proficiency of Digital Realty product set and solutions.
- Sells full suite of Digital Realty offerings to include global footprint.
- Uses external partners to drive solution development in new areas/prospects.
- Actively monitors and maintains status of opportunities in SFDC, following the principles of forecasting.
- Prioritizes list of accounts/prospects for short and long-term pursuit to achieve assigned sales objectives.
- Provides accurate forecasts.
- May focus on a particular vertical or sub-vertical within a dedicated sector.
- Coordinates with Opportunity Development Team to strategize lead & sales opportunity qualification.
- Pursues the highest propensity prospects, fills the funnel with opportunities; cold calling prospects and building industry contacts.
- Facilitates commercial offer and contract negotiations in partnership with Sales Management using internal resources as needed to obtain best commercial terms possible.
- Understands commercial levers and partners with sales leadership, commercial solutions, and P&L to recommend deal structure.
- Open to guidance from leadership and more senior Account Executives
Requirements
- At least 7-10 years of quantifiable experience in direct Enterprise account sales and management.
- Experience in leading cross-functional teams to deliver unique customer, prospect, and partner experiences.
- Accomplishments in building relationships and joint selling initiatives with Channel & Alliance partners.
- Skilled in Enterprise/B2B solution selling and relationship management.
- Accomplished in new logo acquisition sales in the colocation, cloud solutions, IT services, telecommunications, or related technology vertical.
- Demonstrable experience in C-Level selling and C-level relationship development within global clients operating complex, matrix-driven structures.
- Exceptional knowledge of big data trends (Data Gravity, Internet of Things, Artificial Intelligence, Cloud Adoption).
- Bachelor’s Degree Required
Benefits
- Highly competitive compensation package
- Excellent benefits
- Development opportunities
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Tech skills
Location requirements
Key Account Manager for leading professional client department in Girona, driving business growth through client loyalty and team leadership.
Key Account Manager leading sales efforts in infusion centers for specialty brands. Collaborating across functions to meet sales targets and manage customer accounts in Mexico.
Regional Relationship Manager at oneZero managing client onboarding and satisfaction in fast - paced fintech environment. Focusing on improving product adoption, client relationships, and achieving key goals.
Operational Account Manager managing operational relationships with mid - sized to large accounts. Focusing on optimizing processes and solutions in line with business objectives.
Dealer Relations Manager managing relationships and implementing software solutions for automotive dealers. Ensuring dealer satisfaction and adoption of the company's product in a competitive market.
Partnerships Manager responsible for building strategic relationships to enhance brand visibility and revenue growth. Collaborate with influencers and media within the fintech trading space.
National Channel Account Manager leveraging partner communities in New Jersey or New York for Proofpoint's cybersecurity solutions. Responsible for driving marketing programs, managing partner engagement, and executing business strategies.
Lead branding, content strategy, and commercial alliances for Wayni's fintech products. Ensure brand consistency and manage strategic partnerships to boost user engagement and growth.
Client Relationship Manager at Fitch Learning, developing client relationships to drive sales of financial training solutions. Seeking an experienced sales professional with knowledge in banking and credit products.