Channel Account Manager

WatchGuard Technologies, Inc.

Padova, Italy

Hybrid

Who this role is best for

Aimed at mid-level to senior sales professionals who thrive in a partner-centric, technically focused environment.

Best fit for

Candidates with a background in managing national partner accounts and a track record in quota achievement
— “History of sales excellence with national partner accounts and major accounts”
Individuals experienced in two-tier sales models and comfortable with remote work arrangements
— “Ability to self-manage and work remotely”
Professionals who can build and maintain strong relationships with partners through training and support
— “Provide ongoing relationship management and training for partners”

Things to consider

Must be physically located in the assigned territory to qualify for the role
— “Must be located in assigned territory”
Requires fluency in both Italian and English for effective partner communication
— “Native Italian and Fluent in English language”

How to stand out

Highlight experience in partner development and lead generation within cybersecurity or network sales
— “Support partners on standard methodologies and use of WatchGuard, including training, event support, and lead generation”
Emphasize your ability to forecast and track sales performance for partners
— “Forecasting and tracking for their assigned partners”
Demonstrate your knowledge of Salesforce or similar CRM tools in your resume and interview responses
— “Familiarity with Salesforce or similar CRM”
Showcase your ability to create tailored sales presentations that align with audience needs
— “Create and perform sales presentations to match WatchGuard with audience needs”

Pace · Fast PacedCollaboration · MediumAutonomy · HighDecision Impact · Team

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

Strive towards the territory quota attainment, retention, and growth/development of active partners
Maintain regular contact with partners to ensure satisfaction and continued success
Net growth for WatchGuard One Certifications in the territory

Typical background

5+ years experience in direct and indirect sales in related industryBachelor’s degree or equivalent training in business, sales, or marketing

Skills & requirements

Required

Experience With Two-tier/channel Sales EcosystemHistory Of Sales Excellence With National Partner Accounts And Major AccountsStrong Presentation And Written SkillsFamiliarity With Salesforce Or Similar CRM

Preferred

Experience In Network/cyber Security Space

Stack & domain

Network/cyber SecuritySalesforce Or Similar CRMItalianEnglishPresentationWrittenSelf-managementSalesNetwork Security

About the role

Original posting from WatchGuard Technologies, Inc. via Lever

About the Position
The Channel Account Manager (CAM) responsibilities include working within the sales team to promote and sell all portfolio security products within a geographic territory. The CAM is responsible for supporting assigned WatchGuard partners in the assigned territory and will be responsible for active channel partners. The CAM will be responsible for quoting, training, lead generation and follow-up, event support, and the forecasting and tracking for their assigned partners. The CAM will report to the Country Manager and will work closely with the Sales Engineer to assure territory quota attainment, in addition to joining with the sales and field marketing teams in the territory. Success in this position will be measured by meeting successful transaction, growth, and retention goals with the assigned partners. The CAM will keep up-to-date knowledge of the industry and the competitive posture of the company, as well as prepare activity and forecast reports as requested.
Position Responsibilities:
Strive towards the territory quota attainment, retention, and growth/development of active partners
Maintain regular contact with partners to ensure satisfaction and continued success
Partner with the Sales Engineer to generate new business and develop current customers through the partner network
Support partners on standard methodologies and use of WatchGuard, including training, event support, and lead generation
Create and perform sales presentations to match WatchGuard with audience needs
Provide ongoing relationship management and training for partners
Net growth for WatchGuard One Certifications in the territory
Be knowledgeable of all WatchGuard products, services, and internal sales tools
Other duties and projects assigned
Skills and Qualifications:
Experience with two-tier/channel sales ecosystem required
Experience in network/cyber security space preferred
History of sales excellence with national partner accounts and major accounts
History of consistent plan development and quota achievement
Strong presentation and written skills
Ability to self-manage and work remotely
Must be located in assigned territory
Familiarity with Salesforce or similar CRM
Native Italian and Fluent in English language
Experience:
5+ years experience in direct and indirect sales in related industry
Bachelor’s degree or equivalent training in business, sales, or marketing

Source: WatchGuard Technologies, Inc. careers (Lever)