North America Channel Account Manager
The Channel SalesExecutive is an experienced individual contributor responsible for driving revenue growth through RSA's channel ecosystem in the US and Canada. This role focuses on working with national and regional channel partners to build pipeline, support partner-led opportunities, and expand RSA's presence across enterprise and public sector customers.
Operating at a tactical to strategic level, the role collaborates closely with RSA field sales, partner sales teams, and regional stakeholders to execute go-to-market plans, position RSA's identity-centric security solutions, and support sustainable channel growth in the North American market.
Principal Responsibilities:
• Execute the North American channel sales strategy in alignment with regional sales objectives.
• Build and maintain strong relationships with national and regional channel partners, including security integrators, VARs, distributors and services-led partners.
• Support partner-led sales motions by identifying opportunities, qualifying pipeline, and progressing deals to closure.
• Collaborate with RSA field sales teams to ensure effective coverage and execution across named accounts and partner coverage.
• Contribute to joint partner account planning and go-to-market activities.
• Assist with partner enablement initiatives, including onboarding, training, and solution positioning.
• Monitor partner performance, pipeline health, and deal progression, providing regular updates to regional sales leadership.
• Act as a day-to-day point of contact for partner-related sales activity, escalating complex issues as required.
• Maintain awareness of trends, partner needs, and competitive activity within North American market.
Required Experience:
• 5+ years of experience in cyber security market
• 5+ years experience in channel-led or indirect sales models.
• Proven experience working with security integrators, resellers, or strategic partners in an enterprise technology environment. Specific partner experience with Connection, SHI, GuidePoint, Nexum and others
• Demonstrated ability to create/build pipeline and close opportunities through partners.
• Experience selling cybersecurity and cloud-based solutions.
• Strong interpersonal and communication skills, with the ability to work effectively across multiple stakeholders.
• Bachelor's degree or equivalent professional experience
• Willingness to travel
Desired Experience:
• Exposure to identity security, Zero Trust, authentication, or risk-based security solutions.
• Experience working with solutions sold into large enterprises or public sector organizations
• Familiarity with regulatory, compliance, or digital transformation drivers.
• General knowledge of AI concepts and tools
• Experience operating in a tiered sales organization.
• Use of Salesforce.com
• MBA or related business degree
Pay Range (On-Target-Earnings) $160,000 - $185,000
Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.
In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.
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