Channel Account Manager

Posted 04 February 2022
Job type Permanent
DisciplineCyber Vendor
Contact NameSean Hendon

Job description

Trident Search are excited to be working with this security vendor who are close to their next round of funding! This UK based start up are part of the GCHQ accelerator programme and have seen sustained growth over the past 2 years.


As a Channel Account Manager, you will be responsible for proactively engaging with partners to identify and drive new partner led business opportunities. Must be a key contributor to the revenue growth of the team and help achieve the company’s growth targets. Accountable for managing reseller partnerships within the guidelines of the channel program, spearheading new business development and successfully developing alliances with key solution provider accounts. Will motivate, educate and train the partners in the Company’s products and technologies. Expand sales by building business plans including MDF strategy, account penetration strategy and profitability targets.


  • Support the Channel function with day-to-day Activities of Distributors and Key partners

  • Maintain and develop existing and new customers through appropriate propositions and ethical sales methods, and relevant internal liaison, to optimise quality of service, business growth, and customer /Partner satisfaction

  • Identify and drive partner-led opportunities

  • Work with our partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities

  • Leverage deep product knowledge to help channel partners demonstrate solution selling techniques, uncover prospect and customer challenges and deliver valuable solutions.

  • Build and maintain an accurate channel partner pipeline and timely sales forecasts

  • Manage existing Key account and recruit new partners for growth

  • Support call out days, sales enablement sessions and other business generating activities ie. SPIFFs and account mapping activities.

  • Work with Partners and the Partner Marketing team on marketing campaigns to generate future revenue

  • Drive revenue streams from new and existing client relationships

  • Capturing of all sales activities, and maintain sales records, leads, deals communications in Company CRM

  • Be able to work closely with other departments in the business such as marketing, Product and enablement.

  • Operate as part of a channel sales team toward reaching monthly and quarterly territory sales quota.

  • Be able to work closely with other departments in the business such as Marketing, Product enablement.

  • Contribute to high-level sales strategy development and tactical "boots on the ground" activities