Channel Account Manager

at  Exabeam

Exabeam is a global cybersecurity leader that delivers AI-driven security operations. High-integrity data ingestion, powerful analytics, and workflow automation power the industry’s most advanced self-managed and cloud-native security operations platform for threat detection, investigation, and response (TDIR). With a history of leadership in SIEM and UEBA, and a legacy rooted in AI, Exabeam empowers global security teams to combat cyberthreats, mitigate risk, and streamline security operations. Learn more at www.exabeam.com.
Exabeam is searching for a dynamic Channel Account Manager to join our sales team. You will play a critical role in driving Exabeam’s revenue growth by recruiting, cultivating strategic relationships, and managing new and existing channel partners. The Channel Account Manager will lead and coordinate enablement and field engagement activities as well as contribute to internal partner program management to ensure cross-functional readiness.
At Exabeam, we encourage growth and nurture potential. In addition to delivering success, you’ll join an experienced sales team who work together, and win together. Whether it’s for a customer or a team member, we want to make a real impact and create a valuable experience.

REQUIREMENTS:

• University degree or equivalent experience
• Minimum of 5 years sales experience (combo of channel/field/inside sales) success with at least 3 years in the security software industry
• Demonstrate a high level of autonomy and resourcefulness
• Strong partner relationships in assigned region
• Understanding of and ability to articulate technical concepts
• Excellent interpersonal, communication and presentation skills (both verbal and written)
• Ability to successfully manage and prioritize multiple projects
• Possess a high level of professionalism and have excellent follow-through skills
• Must be highly organized with a strong attention to detail
• Comfortable working in a fast-paced, fluid, and entrepreneurial environment
• Must possess a strong business acumen and high level of confidence
• Proficient in Salesforce.com and Microsoft Office Suite
• Min of 50% travel is required

• Own overall partner sales strategy and strategic execution for assigned region
• Assist field sales to accelerate partner-sourced pipeline
• Manage relationships with regional/named partners (management and key influencers) and orchestrate alignment with Exabeam counterparts
• Lead and coordinate partner recruitment, enablement and field engagement activities
• Track partner performance and identify trends/opportunities/challenges; drive strategies and take appropriate action to maximize benefit for all parties.
• Leverage available resources to drive partner behavior and improve partner-generated sales
• Facilitate relationships between field sales/SE teams and key partner sales and technical team contacts