Channel Account Manager - Midmarket & SLED at Radware

, Virginia, United States -

Full Time

Start Date

Immediate

Expiry Date

09 Jun, 26

Salary

250000.0

Posted On

11 Mar, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Channel Sales Management, SLED Sales, Midmarket Sales, Distributor Management, Partner Enablement, Sales Training, Pipeline Growth, KPI Tracking, Onboarding, Relationship Management, Cybersecurity, Application Delivery Solutions, Contract Vehicle Management, Lead Generation, Co-Marketing

Industry

Computer and Network Security

Description

Radware is a global leader of cyber security protection and application delivery solutions. At Radware, cybersecurity is our passion. Each day, our global team works hard to live up to the trust placed in us by organizations around the globe and keeping them safe is our mission. To that end, we go head-to-head with politically motivated hacktivists, dangerous nation-state threat actors and other notorious cyber attackers protecting some of the biggest global brands, hospitals, FIS, national, state and local governments and higher Ed – and many other verticals as well. Backed by nearly 30 years of experience and analyst accolades, Radware is best known for its technical excellence and innovative network and application security solutions which is why it is so important that we build the face of that business with the boldest and brightest talent. About the Opportunity: Radware (RDWR) is looking for a Channel Sales Manager – Midmarket and SLED to fuel a significant expansion and focus into these two high-growth areas. If you are an energetic, upstart sales professional looking to own and drive your line of business, this Channel Sales Manager – MM/SLED position could be the position for you. What is the job: A Channel Sales Manager plays a critical role in driving significant sales opportunity and pipeline growth for our field sales teams through partnerships and ensuring that these partners are effectively armed to represent Radware’s brand and products. Job duties include: 1. Specifically, to support a new strategic partnership with a very large SLED focused distributor based in the DC/VA region, and covering the entire US. This will include training, enablement (with SE support) and managing responses to applications for State Contract vehicles. 2. Directly enable, train, and support new (to Radware) VAR resellers across the US that will bring business through this new distribution partnership. 3. Team with senior Channel Account managers, ISR’s (inside sales) and channel marketing to drive outbound leadgen, events, campaigns in existing VAR partner reseller teams focused at the midmarket and SLED segments. 4. Work on a daily basis and in close partnership with mid-market and SLED sales reps to facilitate pipeline and sales growth, providing regular KPI tracking updates to sales and channel management. Where shortfalls are identified, create strong action plans for improvement. 5. Provide and arrange onboarding training and ongoing support (remote and in-person) to ensure partners have the knowledge and access to resources needed in Radware’s Partner Portal to effectively sell Radware both on a sales and a technical level. 6. Maintain strong personal relationships with distributor and partner executives and sellers, visiting them regularly in person, and serve as a point of contact for any issues or concerns they may arise. 7. Establish a high profile for Radware at local and national events and trade shows relevant to mid-market (under $1B revenue) and SLED (State and local government/education except Federal) partners. What you need: 5+ years’ experience in the field of IT cybersecurity with channel partners, distributors and consultants with a proven track record of success Relevant experience in the SLED, mid-market and distribution space Experience with applications to State and National non-federal contract vehicles Strong organizational skills and highly skilled at identifying, onboarding, training and successfully activating channel partners Strong communication, presentation and networking skills Ability to quickly grasp and articulate Radware’s products and services from a high-level, non-technical standpoint focusing on our value differentiators to partners and customers Comfort level and skill creating ad hoc presentations, trainings and one-off co-marketing messaging Optimally be located in the Mid-Atlantic within 1-2 hours of Northern Virginia Travel: 60-70%25 (3-4 days a week in the field at partners, conferences and events). Home office for remainder. Why you should join us: Radware is a fast paced and fun environment where entrepreneurial self-starters thrive. Our corporate culture rests squarely on the pillars of hard work, teamwork, accountability, initiative, and integrity. Radware has been recognized by Glassdoor and BDI as one of the World’s Best Places to Work, ranking among the top 100 companies globally in the IT category. Radware has also been named a Gold Winner for Application Security in the 2023 Globee Cybersecurity Awards, by Forrester a Leader in DDoS Protection, and has been named a Leader in WAF/BOT/API market by Quadrant Knowledge Solutions. If you are ready to be part of a globe spanning technology leader that works daily to create a better, safer future; and want to fight for the good guys at the forefront of helping companies protect their most critical assets from today’s cyber adversaries, then you’ve found the right fit at Radware. Compensation Compensation Range: $200,000 – $250,000 The estimated compensation range includes an annual on-target commission plan. This role will be eligible to participate in Radware’s Stock Plan. Benefits Radware Inc. offers a variety of benefits to help you protect your health, your family and your way of life. Below is a summary of benefits eligible employees can choose to participate in. Medical Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Life and AD&D Insurance Short Term & Long Term Disability Insurance 401k Retirement Plan – With company match Flexible Time Off Policy Wellhub – access to a wide network of gyms, fitness studios, wellness apps, and virtual classes Employee Assistance Program Radware’s Benefit Hub Commuter Benefits Why Join Radware? Join Radware for a supportive, inclusive, and growth-focused workplace. Enjoy: Diversity & Inclusion Learning & Development Recognition & Growth Work Life Balance Well-Being & Support Community & Engagement At Radware, your personal and professional growth is our priority. We strive to provide a secure, healthy, and harmonious environment where you can thrive.

Responsibilities

This role is critical for driving sales opportunity and pipeline growth by managing partnerships, specifically supporting a new strategic distributor focused on SLED across the US. Duties include enabling and training new VAR resellers, collaborating with internal teams on lead generation, and maintaining strong executive relationships with partners.