Channel Account Manager, SMC West

• Build relationships in the Microsoft SMC Operating Units and with the field sales teams to grow joint revenue and acquire new customers.
• Amplify our security co-sell messaging to Microsoft Sales leadership and facilitate relationship building between field sales teams.
• Work with SMC team to develop joint pipeline.
• Leverage existing individual and BlueVoyant relationships to build and execute new go-to-market opportunities.
• Build measurable business plans to define partnership goals and conduct QBRs with Microsoft stakeholders to execute pipeline and sales success.
• Prepare and present regular partnership status updates and sales results for executive leaders and program stakeholders.
• Work closely with BlueVoyant marketing to leverage resources (collateral, presentations, events, emails, webinars) to support joint initiatives with assigned partners.
• Drive healthy revenue growth within your assigned territory by leveraging BlueVoyant’s entire portfolio and successfully executing against your assigned pipeline, revenue and partner program objectives. 
• Lead the overall sales process, from prospecting through contract execution and partner collaboration, both with new logos and existing customers. 
• Collaborate with cross-functional teams including Sales, Sales Engineering, Marketing, Product, and Customer Success to ensure positive outcomes for BlueVoyant, partners, and end-customers.
• Consistent and effective prospect/customer engagement, grounded in consultative selling and professional presentations, with focus on business and technical outcomes to cyber security and risk focused leaders.
• Timely and accurate Salesforce.com administration, including but not limited to revenue forecasting and account activities.
• Build and maintain measurable business and account plans to support team objectives and demonstrate success towards territory, partner and revenue achievement objectives.

• At least 1 year of experience in selling security solutions, preferably Microsoft security solutions.
• At least 1 year of experience in selling security services, such as implementation and managed detection and response (MDR).
• Demonstrated ability to navigate Microsoft security solution selling motions, including E3 to E5 step up and Microsoft Sentinel.
• Familiarity with Azure cloud security capabilities and Microsoft licensing and SKU bundles.
• A bachelor's degree in information technology or a related field, or equivalent work experience.
• At least 1 year of experience in solution or services sales, with a focus on security and compliance products.
• Preference is experience in security-related sales or account management, working with enterprise customers in various industries.
• Knowledge and proficiency of the sales process from initiation to close; MEDDPICC is a plus. 
• Excellent listening and proposal creation skills - not only presenting ‘what we do’, but ‘how we do it differently’ with direct correlation to identified customer challenges, business and technical target outcomes.
• Positive, Tenacious, persuasive and goal oriented.
• Excellent verbal communication skills; able to demonstrate patience and enthusiasm while communicating with prospects and clients.
• Ability to work independently and as an active member of a team.
• Strong computer skills, including Microsoft Office Suite (Word, PowerPoint, Outlook, and Excel), Google Workspace, and CRM/Salesforce experience preferred.
• Thrives in a dynamic and fast-paced environment.

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