Channel Account Manager - Eastern Canada

About the role

Trellix, a global cybersecurity leader, is looking for a Channel Account Executive in the Toronto area to manage its partnerships in Eastern Canada. The role reports to the Senior Director, Channel Sales and works closely with Field Sales and Inside Sales to sell Trellix solutions to enterprise, commercial and government customers. It involves growing multi-tiered relationships with distributors, resellers and systems integrators and increasing bookings revenue.

Key responsibilities

• Establish and grow business relationships with distributors, resellers and systems integrators, guiding them toward preferred commitments on Trellix products, technologies and services.
• Develop strategic account plans that deliver preferred commitment and revenue.
• Build relationships with national and regional channel partners, service providers and systems integrators, and with Trellix's own sales and sales management in the region.
• Manage a virtual team of marketing, sales and technical resources to create and convert partner pipeline while maximizing partner program benefits.
• Act as the main liaison between sales, channel leadership, programs and sales operations.
• Oversee target account mapping and planning, the forecast for the geography and partner enablement at partner and end-user account level.
• Work with partner marketing to involve partners in local field marketing activities.

Required profile

• 7 years of progressively increased responsibility in channel sales or sales management within enterprise-level software, in enterprise and government segments; experience with large regional and national reseller partners is ideal.
• Understanding of the security marketplace from device to cloud.
• Executive selling experience establishing partner relationships and adapting to evolving business and marketplace needs.
• Experience with reseller channels, distribution strategies and regulations.
• Ability to determine strategy and tactics and to initiate and improve opportunities.

What we offer

• Base pay of $125,000 - $145,000, with on-target earnings of $180,000 - $230,000 depending on location, qualifications and budget.
• Partially commission-based pay, with possible long-term incentives.
• Retirement plans, medical, dental and vision coverage, paid time off and paid parental leave.
• Flexible work hours, family-friendly benefits and social programs.