Summary
The Inside Channel Account Manager (MSP Focused) independently drives business growth through ESET's channel partners and distributors by developing user accounts and identifying cross-sell and upsell opportunities. Builds and manages a qualified partner pipeline within an assigned territory, collaborating closely with Channel Account Managers, Strategic Inside Channel Account Managers and Sales Engineers.
Job description
FUNCTIONAL RESPONSIBILITIES AND DUTIES
- Develop and execute a channel strategy focused on growing the MSP business, including recruiting, enabling, and scaling strategic MSP partnerships to drive revenue and market expansion.
- Build strong relationships with MSP partners and their sales organizations, creating joint go-to-market strategies, pipeline development plans, and programs that increase partner-sourced and partner-influenced business.
- Own MSP partner performance and growth, including forecasting, business planning, enablement, and ongoing optimization of channel programs and incentives.
- Conduct regular business reviews with customers and partners to identify expansion opportunities, strengthen relationships, and drive long-term account growth.
- Collaborate cross-functionally with Sales, Marketing, Product, and Operations to deliver compelling solutions and resources that help MSP partners win and retain customers.
- Enable partners with the knowledge, tools, and resources needed to effectively support shared customer accounts and position ESET solutions.
- Maintain a strong understanding of ESET's product portfolio, cybersecurity trends, and competitive landscape to effectively articulate value and overcome competitive challenges.
- Maintain accurate customer, partner, opportunity, and forecasting data within the CRM system.
- Support partners with deal registration, quoting, and order management to facilitate successful sales execution.
- Achieve monthly, quarterly, and annual revenue, retention, and KPI targets.
- Perform other duties as assigned.
Salary range for this position is up to $100K OTE depending on experience.
REQUIREMENTS
Education
- Bachelor's degree in Business, Marketing, Sales, Information Technology, or a related field preferred.
- Equivalent combination of education and relevant sales experience will be considered.
Experience
- 4-6 years of experience in account management, channel sales, or business development within the cybersecurity, software, or technology industry.
- Proven success managing and growing existing customer accounts while working through channel partners, distributors, and resellers.
- Demonstrated ability to build trusted customer relationships, identify expansion opportunities, and consistently exceed revenue targets.
- Experience developing account plans, managing complex sales cycles, and accurately forecasting revenue.
- Strong understanding of indirect sales models and the ability to influence and collaborate with partners to achieve customer success.
- Experience working cross-functionally with Sales, Sales Engineering, Marketing, Customer Success, and Distribution teams.
Knowledge:
Excellent verbal and written communication skills.
Strong interpersonal and relationship-building abilities.
Self-motivated with a desire to learn and grow in a sales career.
Comfortable making outbound calls and engaging with prospective customers.
Strong organizational and time management skills.
Ability to work independently and as part of a team.
Basic proficiency with Microsoft Office; experience with a CRM (such as Salesforce or HubSpot) is a plus.
Willingness to receive coaching and adapt to feedback.
Benefits
Health & well-being
- Cigna Medical Plan
- Cigna Dental Plan
- EyeMed Vision Plan
- Reliance Standard Life Insurance
- Reliance Standard Long Term Disability Plan
- HealthJoy Employee Assistance Program
- Cigna Supplemental Insurance
- Lifestyle Spending Account
- Bi-Weekly Mediation Series
- On-site Gym and shower facilities
Family
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
Office
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
Other
- Benefit Hub - Discounts on travel, cars, electronics, etc…
- 401(k) retirement savings
- ESET's Charitable Contributions Program
- Referral Program
Primary location
San Diego
Additional locations
Time type
Full time