Channel Account Manager, Lookout
West
$250-300k
+ equity
More information about location
Data-centric defense-in-depth solution
Job no longer available
Data-centric defense-in-depth solution
501-1000 employees
Job no longer available
$250-300k
+ equity
More information about location
501-1000 employees
Company mission
To secure and empower productivity in a privacy-focused world, where work can happen anywhere.
Role
Who you are
- We’re looking for a high-energy, creative, detail-oriented and passionate person to join the sales organization at Lookout
- You will have already successfully sold cybersecurity services through indirect channels and worked closely with partners
- You will have excellent contacts within the reseller and MSP/MSSP community and are excited about building out Lookouts enterprise channels.
- You are experienced and skilled in building true partnerships versus vendor relationships, and would have been responsible for carrying a target based on the success of the partners
- You know how to ensure that your customers' needs and wants are conveyed across the organization, while primarily safeguarding the interests of your own company
- A solid partner/channel manager with excellent relevant cybersecurity experience, strong ties with the enterprise reseller community and an extremely positive reputation for delivery
- 7+ years of working with and managing partners in the cybersecurity industry of all levels and sizes plus a Bachelors degree or equivalent experience. Being based in the Mid-Atlantic is a plus
- Excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages. The ideal candidate should also be well-versed in creating presentations (PPT or G Slides), and proficient in visual communication
- Ability to develop and grow deep, revenue producing partner relationships
- The ability to support the creation of compelling business cases around opportunities
- Demonstrated ability to develop effective programs, optimize efforts and communicate results
- Strong interpersonal skills with a demonstrated ability to influence and drive others. Be able to say “no”, take charge of the account, manage all interactions with that account
- Flawless organizational and follow up skills
- Excellent analytical and prioritization skills
What the job involves
- As a Channel Account Manager - WEST, you will be responsible for establishing, developing and managing all aspects of our relationships with Lookouts existing enterprise channel partners and new ones – most notably value added resellers, distributors and MSPs/MSSPs.
- This position is based in the Eastern US and will be responsible for the territory of the eastern United States, reporting to Lookout’s Director of Strategic Partnerships. Successful candidates will be results-oriented, self-directed and have a strategic orientation balanced with a strong ability to contribute directly to the business we build with our partner ecosystem.
- You will establish channel relationships with VARs, MSPs/MSSPs and key distributors to sell Lookout’s solutions. You will manage those partners as we grow our enterprise business. This will involve the recruitment of partners and development of existing ones
- You will support both of Lookout’s product lines: Mobile Endpoint Security (MES), Cloud Security (SSE: CASB, SWG, & ZTNA)
- You will be expected to be working with the partners, developing them to be revenue generating. This includes, recruiting, onboarding, training, and ongoing enablement of partner teams, ensuring they become knowledgeable and specialists in all aspects of Lookout
- You will be an ambassador for the partners internally within Lookout, but also making sure Lookout's best interests are embedded into the partnership
- You will manage multiple aspects of the relationship and you will help coordinate all activities across Lookout as they relate to these partners. You will be the “go to person” for these partners. You will also work with different teams on both sides of the relationship to ensure they are delivering upon their commitments for this business
- You will leverage the provided sales tools to manage relationships, track activities, conduct QBRs reviewing progress and priorities together, realigning strategies and resources to stay on track towards common objectives.Travel as needed to support the development of partnerships, as needed
Our take
Lookout is a cybersecurity company offering integrated endpoint-to-cloud security services. As more businesses move to the cloud, there has become a greater need for endpoint-to-cloud security services that secure business data. Lookout provides cybersecurity services that protect businesses from privacy risks as an increasing number of business processes become connected and digital.
The biggest competitor to Lookout is SASA (secure access service edge) platforms, which create a perimeter of data protection for businesses in the cloud. However, Lookout aims to provide a unique service to SASA platforms by offering a less invasive cybersecurity product that respects user privacy on personal devices.
The co-founders of Lookout set out to provide individuals and businesses with better security protection before smartphones were in widespread use. The company will continue to adapt and develop its services in an attempt to protect security and privacy in an increasingly digital world. Substantial funding, indicative of the demand for a unified security platform to streamline data protection, will support its continued growth.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-9% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Mar 2020
$50m
SERIES F
Aug 2014
$150m
SERIES F
Total funding: $332m
Company benefits
- Comprehensive healthcare benefits
- Paid parental leave
- Fitness reimbursement
- Company match for charitable donations
- Cell phone reimbursement
- Work-from-home support
- Anniversary awards
- All-hands gatherings
- Community groups
- Team-building activities
- Paid time off
- Volunteer time off
- Company holidays
- Global holiday shutdown
Company HQ
Trimble Business Area, San Jose, CA
Leadership
John Hering
(Co-Founder & Executive Chairman)Graduated from the University of Southern California with a degree in Policy, Planning, and Development. Previously co-founded DailyWireless, which was acquired by Tippit and then co-founded Lookout in 2007.
James Burgess
(Co-Founder & CIO)Graduated from the University of Southern California with a BA in Social Sciences. Previously co-founded DailyWireless where they served as the Director of Operations.
Kevin Mahaffey
(Co-Founder)Graduated from the University of Southern California with a BS in Electrical Engineering. An Executive Chairman at Stork Club and the founder of SNR.
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