Channel Account Manager, Corelight
$214-280k
+ Equity
More information about location
Network & cloud security
Be an early applicant
Network & cloud security
201-500 employees
Be an early applicant
$214-280k
+ Equity
More information about location
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 (i.e. Vendors who might have offered: SIEM, EDR, IPS, IDS, Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, route, switch, and telco infrastructure)
- Ability to travel in region 50-70% of the time
Desirable
- Channel methodology: Ability to apply a channel methodology that you have successfully implemented in the past
- Network: Know the right partners for Corelight and be able to leverage existing relationships to accelerate access and meaningful engagement
- Presentation skills: Ability to tell the Corelight story in a confident and engaging way when presenting both in-person and virtually
- Follow-through: Strong follow-through with partners to turn account mapping calls, meetings, marketing programs, and enablement sessions into pipeline
- Conflict resolution: Successfully manage conflict resolution between partners, reps, and customers when needed
- Organization skills: Being quick to respond to inquiries in a timely manner, not letting tasks fall through the cracks, prioritizing internal and external demands
- Grit: Ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
- Interdepartmental Collaboration: Understanding of how to leverage and work productively with other departments including Engineering, Marketing, Inside Sales, Legal, and Customer Success
- Tools: Proficiency with Salesforce, Clari, G suite, Zoom
- Partner ecosystem: Experience working with a spectrum of partners such as Resellers, Distribution, Technical Alliances, Systems Integrators, and Service Providers
- Location: Preferably based in New York Metro or Boston Metro
What the job involves
- We are currently seeking a Channel Account Manager to support our Northeast US and Eastern Canadian Region with the mission of growing our Enterprise and Strategic partner sales
- In this position, you will drive partner recruitment, enablement, account mapping, business development, pipeline generation, and sales execution by leveraging an ecosystem of partners including resellers, technical alliances, distributors, systems integrators, and service providers
- This Channel Account Manager will work closely with the Global VP of Channel & Alliance Sales, the East VP of Sales, and the East Channel SE
- Corelight is 100% committed to growth through partners. This is a fantastic opportunity to work at a company that fully supports channel engagement in the field
- Build and maintain mindshare by generating enthusiasm and passion for Corelight's solutions throughout the partner ecosystem
- Create, maintain, and execute a regional partner strategy and go-to-market plans, in close coordination with regional sales, marketing, and technical resources
- Focus and report on leading indicators like deal registration, pipeline creation, and closed sales within assigned coverage area
- Collaborate with regional Channel SE to customize sales and technical enablement plans with key partners, as well as drive on-demand training and certification
- Educate partner executives and LOB owners on Corelight, and deeply understand their business to identify new routes to market through differentiated services and programs
- Work with regional sales teams to identify top prospects and connect them with the right partners to build a measurable channel-sourced pipeline and accelerate sales cycles
- Align Corelight Field Leadership with key partner regional leaders
- Proactively engage with current resellers, alliance partners, and service providers to increase market share and drive incremental revenue through up-selling, cross-selling, influence, and account penetration
- Meet with partners regularly, participate in joint sales calls, and assist the partners in closing opportunities
- Increase brand awareness and demand within the partner community through targeted GTM initiatives, co-sell campaigns, and industry events
- Collaborate with Corelight channel and sales leadership to identify, target and recruit strategic partners who will fill gaps in market coverage
- Coordinate Market Development Funds (MDF) to execute channel marketing activities
- Present during Quarterly Business Reviews and demonstrate a comprehensive understanding of performance in assigned territory
Application process
- Towards the end of our interview process is an in-person interview
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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