About the role

Description
The Channel Account Manager will be a hands-on role centered on developing existing key partner relationships to specific goals, proactively identifying and recruiting newly identified partners in the market.
The Channel Account Manager will develop and execute against the business plan for partners in the Latin America regions; growing revenue by driving Tufin relevance, alignment to prospective end user accounts, implementing channel programs and assisting partners in closing business with Tufin sales representatives and channel’s own representatives.
The Channel Account Manager will need a strong channel and sales background, experience in the security software market and additional background in automation software would be an additional advantage.
Areas of Responsibilities:

Deliver and present the Tufin Channel Program to identified relevant partners

Profile and collect relevant information on partner GTM and focus for proper alignment

Deliver account mapping, GTM programs and educate through sales training and technical certification compliance

Deliver pre-sales engineering programs to develop new business and expand Tufin within partner’s customer base

Skilled at objection handling and presentations to transfer Tufin value

Ability to relate and interface with C-Level Executives within partners and end user accounts

Craft and drive success against an agreed business plan with each partner

Attend end user sales appointments with Channel Partners when required, showcasing past sales experience a plus

Build a strong pipeline around new business creation with partners

Provide regular pipeline updates and lead generation activity reports

Provide sales/marketing campaign support to resellers

Requirements

Successful track record in building channel operations and partnerships

At least 5-years in channel development and partner management in the high-tech software industry

Experience in understanding complex, high-end Enterprise solutions

Experience in working with mid-sized and national oriented resellers and system integrators

Proven results-oriented examples of growing partners

Ability to work autonomously and in virtual teams

Proven high energy, positive attitude contributor to past positions

Willing and able to travel throughout the region

Originally posted on Himalayas

Interview prep

Walk in with sharper answers.

Use this as a quick practice sheet before you speak with the employer.

Senior

Technology & IT Business Development Operations Sales Channel Account Senior level

Likely questions

Tell us about work you have done that is close to the Channel Account Manager role.
How would you approach your first 30 days at Tufin?
Which of Business Development, Operations and Sales have you used recently, and what did it help you achieve?
How have you led people, improved a process, or made a hard decision in a previous role?
How do you handle busy days, changing priorities, or pressure at work?

Prepare before the call

A recent example that proves your experience with Business Development, Operations and Sales.
One short story with a problem, your action, and the result.
Two examples that show the strengths listed on your CV.
A clear reason why this role and company interest you.
Your availability, preferred work style, and salary expectations.

Ask them

What would success look like in the first 90 days?
What are the main problems this hire should help solve?
How does the team give feedback and measure good work?
What does a normal working week look like for this role?

Practice line

I am interested in the Channel Account Manager role because I can bring practical experience in Business Development, Operations and Sales, learn the team quickly, and contribute to the outcomes Tufin needs from this hire.

Channel Account Manager

About the role

Walk in with sharper answers.

Likely questions

Prepare before the call

Ask them

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