Channel Account Manager, Corelight
West
$214-290k
+ Equity
Network & cloud security
Be an early applicant
Network & cloud security
201-500 employees
Be an early applicant
$214-290k
+ Equity
201-500 employees
Company mission
To help defend the world's most sensitive, mission-critical organisations.
Role
Who you are
- BA/BS technical degree or equivalent
- 7+ years experience working in a Channel Account Manager Role
- Prior experience working as a Channel Account Manager for a security or network infrastructure vendor. Vendors who might have offered: SIEM, EDR, IPS, IDS, Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, route, switch, and telco infrastructure
Desirable
- Ability to apply a channel methodology that you have successfully implemented in the past to this role
- Know who to work with and which partners can move the needle in the territory
- Be a good presenter: ability to help partners clearly understand what pain points Corelight can alleviate for their customers
- Strong follow through with channel partners to turn the trainings and demand gen sessions into pipeline
- Good at conflict resolution between partners, reps, and customers when needed
- Organizational skill is key to good channel management. Being quick to respond to inquiries in a timely manner as well as not letting tasks fall through the cracks
- Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
- Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success
- Experience with Distribution and more specifically with Carahsoft
What the job involves
- We are currently seeking a Channel Sales Manager to manage our West US Region Channel Sales initiatives
- In this position, you will play a key role in partner recruitment, partner enablement, partner introductions to your team, generating partner events, and creating winning strategies with focus partners
- The Channel Account Manager will work closely with the Global VP of Channel Sales and the Regional Vice President of Sales in the West
- Build and maintain mindshare by generating enthusiasm and passion for Corelight's solutions throughout the Partner Ecosystem
- Collaborate with Corelight channel and sales leadership to identify, target and recruit the right national, regional, and MSSP partners
- Create a go-to-market strategy and Partner Account Plans with strategic partners, that include sales, marketing, and certification goals
- Develop a channel enablement plan with key target partners for both sales and technical teams
- Work with regional sales teams to identify top prospects and connect them with the right partners to build a measurable channel-sourced pipeline
- Align Corelight Field Leadership (Sales & SE Leadership, etc.) with key partner regional leaders
- Proactively engage with current Reseller, Alliance Partners and MSSP Partners to increase market share and drive incremental revenue through up-selling, cross-selling and account penetration
- Focus and execute on leading indicators like pipeline creation, deal registration and funnel conversion rates within their coverage area
- Create, maintain, and execute Partner-focused go-to-market plans, in close coordination with regional sales resources
- Meet with Partners, participate in joint sales calls, and assist the Partner in closing opportunities
- Develop and implement a comprehensive channel strategy that aligns with company and regional goals
- Educate partner executives, LOB owners, and sales/technical teams on Corelight products, programs, promotions, pricing and sales campaigns
- Regularly report on partner achievements and assigned metrics
- Increase brand awareness and demand within the partner community through targeted GTM initiatives & co-sell campaigns
- Become an expert in sales messaging, motion and organizational alignment for your partner
- Deeply understand the partner, their partnership programs, motivations, and how to drive commitment to an ever-expanding relationship
- Develop, track, report and manage partner and sales execution toward KPIs; communicate same to sales and channel leadership
- Manage and report on partner sales training and enablement certification programs
- Prioritize and coordinate deal registration among partners and the Corelight sales team
- Manage Market Development Funds (MDF) to execute channel marketing activities
- Facilitate partner enablement sessions whether being 1:1 or team training
Our take
Corelight is a software company that integrates machine learning into cyber and cloud security. It develops NDRs (Network Detection and Response systems) alongside virtual, software and cloud sensors to better protect enterprises and institutions.
The company's most popular product is the Zeek Network Security Monitor, which is used by the likes of Amazon and Mozilla. It is also continually developing new products (such as a Cloud Sensor for Amazon Web Services) as the nature and complexity of cyber threats continue to grow.
Launched back in 2013, the company has been around for a while now, but it continues to keep up to date with the changing market. In 2024, Corelight secured immense Series E funding as it capitalises on the booming AI and cyber defense markets.
Freddie
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2024
$150m
SERIES E
Sep 2021
$75m
SERIES D
Total funding: $309.2m
Company HQ
Financial District, San Francisco, CA
Leadership
Brian Dye
(CEO)Former CPO of the company. Prior to this, they were EVP of Corporate Products at McAfee, Group VP and GM of the Mobile Platforms Group at Citrix, and SVP of Information Security at Symantec.
Seth Hall
(Co-Founder & Chief Evangelist)Currently an Affiliated Researcher at Lawrence Berkeley National Laboratory. Previously Research Engineer at ICSI and Team Member at Dragon Research Group.
Vern Paxson
(Co-Founder & Chief Scientist)Previously Director of the Networking Security Group at ICSI.
Robin Sommer
(Co-Founder)Currently Affiliated Researcher at ICSI and Lawrence Berkeley National Laboratory. Previously General Chair at the IEEE International Symposium on Security and Privacy.
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