Channel Account Manager

Company Name: AlienVault Company

Location Austin, Texas Area

You own the sales process from Channel acquisition to closing deals from the Channel.
AlienVault is looking for a passionate and results-driven Channel Account Manager (CAM). This is
an inside sales, quota-driven position focused on business development and driving partner
activity. You will be responsible for managing and inciting activity within a geographic territory
while exceeding booking targets and bringing in net new accounts.

What we are looking to add to our team

·0 Consistently deliver aggressive license, support and service revenue targets –

commitment to sales targets and to deadlines

·1 Manage a Geographical territory and grow new accounts

·2 Negotiate favorable pricing and business terms with large commercial enterprises by
selling value and ROI

·3 Generate, develop, manage, and close a pipeline of opportunities sufficient to

consistently meet and exceed quarterly quota objectives

·4 Track and measure daily sales goals and metrics via Salesforce

·5 Identify, qualify, overcome objections, and close prospects

·6 Defining and executing a sales strategy for the territory

·7 Collaborating with partners relevant to the accounts/territory

·8 Provide field and customer feedback to internal teams

·9 Develop, enable, and work with partners to ensure that they are being successful in
positioning USM

·10 Ability and willingness to travel if needed

·11 Knowledge of building a business plan with partner base and executing
We want to know you better if:

·12 5+ years direct sales and channel account SaaS selling experience

·13 Solid understanding of security operations and Network Infrastructures

·14 Proven success in software/technology sales and information security solutions in

particular

·15 Proven track record as a sales leader including over-achievement of sales revenue goals,
accurate pipeline and forecasting management, excellent account management skills,
and a strong desire to ensure customer success

·16 Track record of success and knowledge with prospects and customers in the defined
territory

·17 Effective negotiating skills including procurement, licensing and professional services
contracts

·18 Exceptional pipeline management, interpersonal, and strong communication skills

·19 Thrives in a fast-paced, high-growth, rapidly changing environment

·20 Experience with Salesforce (or other CRM systems) is a plus.