Position OverviewWe are seeking an experienced
Channel Account Manager to accelerate the growth of our
SASE and ZTNA business within the Service Provider Program. This role combines direct account ownership with a specialist overlay function. You will be responsible for managing and expanding a portfolio of SASE/ZTNA-focused partners while serving as a subject matter expert across the broader partner ecosystem.
The primary objectives of this role are to increase the number of partners actively transacting SASE/ZTNA solutions and drive deeper adoption of the broader SASE portfolio, including Secure Web Gateway (SWG) and related security services. The ideal candidate will possess strong knowledge of the MSP/MSSP landscape, excellent relationship-building skills, and a proven ability to develop partners into high-performing revenue generators.
Key ResponsibilitiesPartner Account Management- Own and grow a portfolio of SASE/ZTNA-focused partner accounts, serving as the primary point of contact and driving revenue, consumption, and long-term partner success.
- Develop and execute strategic account plans to maximize partner engagement and business growth.
Partner Recruitment and Activation- Expand the ecosystem of transacting SASE/ZTNA partners by identifying, recruiting, onboarding, and enabling service providers.
- Collaborate with channel account managers to convert partner interest into new transactions and recurring consumption.
Portfolio Expansion and Cross-Selling- Increase revenue within the existing partner base by promoting the broader SASE portfolio, including Secure Web Gateway (SWG) and complementary security services.
- Identify opportunities to expand partner adoption beyond initial ZTNA deployments.
Overlay Sales Support- Serve as the SASE/ZTNA subject matter expert for the Service Provider team.
- Partner with Channel Account Managers on strategic opportunities where technical expertise and solution positioning can accelerate sales cycles and improve win rates.
Joint Business Planning- Create and execute joint business plans with partners, including consumption targets, pipeline development activities, and go-to-market initiatives aligned to measurable revenue growth.
Partner Enablement- Deliver training and enablement programs that equip partners to position, sell, and support SASE/ZTNA solutions effectively.
- Educate partners on key use cases, including SSL VPN replacement, consumption-based licensing models, and service differentiation strategies.
Pipeline and Forecast Management- Monitor partner pipeline, bookings, and consumption metrics to identify growth opportunities and areas requiring intervention.
- Maintain accurate forecasting and reporting through Salesforce and related sales tools.
Marketing and Demand Generation- Collaborate with marketing teams to execute campaigns, events, webinars, and co-marketing initiatives that generate awareness, pipeline, and revenue within the service provider community.
Partner Advocacy- Act as the voice of the partner by providing feedback on product capabilities, packaging, pricing, and program enhancements.
- Advocate for initiatives that improve partner success and scalability.
Candidate Qualifications- Proven experience in networking and cybersecurity sales, with strong expertise in SASE, ZTNA, Secure Web Gateway (SWG), and cloud security solutions.
- Deep understanding of the MSP, MSSP, and Service Provider marketplace, including industry trends, competitive dynamics, and partner business models.
- Demonstrated success in consultative sales, uncovering customer challenges and delivering business-focused technology solutions.
- Experience managing both direct partner relationships and overlay sales responsibilities within a channel organization.
- Strong knowledge of the end-to-end sales process, including pipeline management, forecasting, and CRM discipline (Salesforce preferred).
- Proven ability to build, develop, and retain strategic channel partnerships that drive revenue growth and customer success.
- Self-motivated and results-oriented, with the ability to work independently while collaborating effectively across cross-functional teams.
- Excellent communication, presentation, negotiation, and relationship management skills.
- Strong analytical and forecasting capabilities, particularly within recurring and consumption-based revenue models.
- Willingness to travel as needed to meet with partners, support business development activities, and attend industry events.
Preferred Qualifications- Experience selling through Service Provider, MSP, or MSSP channels.
- Familiarity with consumption-based licensing and security-as-a-service business models.
- Experience working with SASE, Zero Trust, networking, or cybersecurity vendors.
