ZeroFox is seeking a dedicated Channel Account Manager to support and expand our Channel Program. This role involves managing and growing relationships with channel partners, driving pipeline development, and collaborating closely with sales and marketing teams to enable and empower partners. The Channel Account Manager will play a crucial role in executing partner marketing activities and providing training and enablement to ensure partner success.
This position will partner with sales leadership to align channel strategies and contribute to the overall growth objectives.
Role and responsibilities- Identify, onboard, and enable channel partners through sales training, business plan reviews, and alignment with sales representatives.
- Create and maintain territory plans and track pipeline development.
- Monitor and report partner performance against KPIs and communicate results to leadership.
- Manage deal registrations and coordinate sales efforts between partners and ZeroFox teams.
- Oversee Market Development Funds (MDF) to drive effective partner marketing campaigns.
- Develop and implement channel incentives and SPIF programs.
- Manage and advance the sales pipeline, forecast sales, and prioritize opportunities.
- Build and maintain strategic partner relationships and develop new partner recruitment strategies.
- Coordinate partner marketing communications and programs to maximize partner engagement.
- Stay informed on competitive positioning and market developments.
- Meet or exceed channel pipeline and bookings targets.
Requirements- Proven experience in Channel Account Management with 5+ years in similar roles, preferably within cybersecurity or digital risk sectors.
- Strong communication skills, both written and verbal, capable of articulating value propositions and fostering consensus.
- Professionalism and integrity with a structured approach to partnership development.
- Experience working with regional partners such as VARs, Distributors, and service providers.
- Ability to operate effectively in a fast-paced, dynamic environment and prioritize tasks strategically.
- Willingness to travel regularly as required depending on regional coverage.
Desired qualifications and skills- Established partner relationships in relevant geographic markets.
- A university degree is preferred but not mandatory.
- Familiarity with established sales frameworks like Sandler or Force Management.
Benefits- Total annual compensation range $200,000 - $230,000 (Base Salary + Commissions)
- Community-driven culture with employee events
- Regular catered lunches for in-office work; snacks, drinks available daily
- Generous time off
- Comprehensive health benefits & 401(k) plan
- Fun, modern workspace
- Respectful and nourishing work environment, where every opinion is heard and everyone is encouraged to be an active part of the organizational culture
