Channel Account Manager, ZeroFOX

• Channel Account Management experience in North American markets with a proven track record of success, typically obtained in 5+ years. Candidates with cybersecurity / digital risk experience will be given priority consideration
• Excellent written and verbal communication skills to to clearly and effectively articulate ZeroFox’s value to partners, as well as drive consensus across groups both internally and within partner organizations
• Commitment to professionalism and integrity in executing a structured selling system that delivers a frictionless partnership experience
• Experience working with Regional North American partners, including VAR, Distribution, and service providers
• Ability to work in a fast-moving environment, effectively prioritize big-picture thinking, and use good judgment in resolving difficult issues
• Ability to travel in the U.S. and Canada up to 75%, or more as needed. Travel could be global but will be based predominantly throughout the regions needed

Desirable

• ZeroFox seeks a Channel Manager (CAM) to support the continued and rapid growth of the Channel Program in North America
• This CAM will be responsible for managing existing and building new East Coast Territory partner relationships in the United States & Canada, and working with the ZeroFox sales team to generate top-of-funnel pipelines
• ZeroFox CAMs are expected to provide on-going training and enablement to channel partners and work with ZeroFox marketing to plan & execute partner marketing activities
• This role will report to the Director of Channels, Americas; however, you will be expected to be a close business partner to the Americas sales and account management leadership team
• Identify, Onboard & Enable ZeroFox Channel Partners. Activities include, without limitation: Sales Training, On-site customer meetings, SE Training, Business Plan Reviews, Sales rep alignment, Deal sponsorship
• Produce & maintain territory plans
• Produce monthly pipeline reports and actively manage channel pipeline
• 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 ,enablement certification programs
• Prioritize and coordinate deal registration among partners and the ZeroFox sales team
• Manage Market Development Funds (MDF) to execute channel marketing activities
• Develop and launch channel incentives & SPIF programs
• Managing the pipeline within the region, including accurately forecasting sales, prioritizing opportunities, and advancing deals through the sales process in partnership with internal and partner sales teams
• Drive ongoing partner marketing/ communication and manage key partner marketing programs
• Define and deploy business plans to deepen ZeroFox’s traction with existing channel partners, reviewing and re-assessing quarterly
• Work with partner managers and partners to develop and execute strategic business plans focused on driving new accounts, new opportunities, sales and technical competency, and incremental bookings growth
• Develop and execute a strategy for recruiting new channel partners
• Manage and develop key strategic partner relationships
• Work on strategic business initiatives as established by channel leadership and provide executive-level reporting and insight into activities and progress
• Maintain up-to-date knowledge of ZeroFox’s competitive positioning in the marketplace
• Meet or exceed channel pipeline and bookings targets