Channel Account Manager - WEST

Do you want to help make the world safe from cyber attack? 

At Corelight, we believe that the best approach to cybersecurity risk starts with the network.  Attackers can evade endpoint detection, firewalls and many other technologies - but they can’t avoid leaving digital footprints on the networks they traverse.  Built on open-source innovations from Zeek, Suricata and YARA and refined through years of real-world use,  Corelight transforms network footprints from physical, virtual and cloud networks into actionable insights.   Our customers use these insights to speed incident response and proactively hunt for threats.  

We are currently seeking a Channel Sales Manager to manage our West US Region Channel Sales initiatives.  In this position, you will play a key role in partner recruitment, partner enablement, partner introductions to your team, generating partner events, and creating winning strategies with focus partners.   The Channel Account Manager will work closely with the Global VP of Channel Sales and the Regional Vice President of Sales in the West.

The Channel Manager's responsibilities are to:

• Build and maintain mindshare by generating enthusiasm and passion for Corelight's solutions throughout the Partner Ecosystem.
• Collaborate with Corelight channel and sales leadership to identify, target and recruit the right national, regional, and MSSP partners.
• Create a go-to-market strategy and Partner Account Plans with strategic partners, that include sales, marketing, and certification goals.
• Develop a channel enablement plan with key target partners for both sales and technical teams.
• Work with regional sales teams to identify top prospects and connect them with the right partners to build a measurable channel-sourced pipeline.
• Align Corelight Field Leadership (Sales & SE Leadership, etc.) with key partner regional leaders.
• Proactively engage with current Reseller, Alliance Partners and MSSP Partners to increase market share and drive incremental revenue through up-selling, cross-selling and account penetration.
• Focus and execute on leading indicators like pipeline creation, deal registration and funnel conversion rates within their coverage area.
• Create, maintain, and execute Partner-focused go-to-market plans, in close coordination with regional sales resources.
• Meet with Partners, participate in joint sales calls, and assist the Partner in closing opportunities.
• Develop and implement a comprehensive channel strategy that aligns with company and regional goals.
• Educate partner executives, LOB owners, and sales/technical teams on Corelight products, programs, promotions, pricing and sales campaigns.
• Regularly report on partner achievements and assigned metrics.
• Increase brand awareness and demand within the partner community through targeted GTM initiatives & co-sell campaigns.
• Become an expert in sales messaging, motion and organizational alignment for your partner.
• Deeply understand the partner, their partnership programs, motivations, and how to drive commitment to an ever-expanding relationship.
• Develop, track, report and manage partner and sales execution toward KPIs; communicate same to sales and channel leadership.
• Manage and report on partner sales training and enablement certification programs.
• Prioritize and coordinate deal registration among partners and the Corelight sales team.
• Manage Market Development Funds (MDF) to execute channel marketing activities.
• Facilitate partner enablement sessions whether being 1:1 or team training.

Minimum Qualifications: 

• BA/BS technical degree or equivalent.
• 7+ years experience working in a Channel Account Manager Role. 
• Prior experience working as a Channel Account Manager for a security or network infrastructure vendor.   Vendors who might have offered: SIEM, EDR, IPS, IDS, Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, route, switch, and telco infrastructure.

Preferred qualifications:

• Ability to apply a channel methodology that you have successfully implemented in the past to this role.
• Know who to work with and which partners can move the needle in the territory.
• Be a good presenter: ability to help partners clearly understand what pain points Corelight can alleviate for their customers.
• Strong follow through with channel partners to turn the trainings and demand gen sessions into pipeline.
• Good at conflict resolution between partners, reps, and customers when needed.
• Organizational skill is key to good channel management. Being quick to respond to inquiries in a timely manner as well as not letting tasks fall through the cracks.
• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
• Experience with Distribution and more specifically with Carahsoft. 

Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight, Corelight is the fastest growing network detection and response platform in the industry.  Our customers trust us to protect mission-critical assets in leading enterprises, government, and research institutions worldwide.   We are leading the way with AI-assisted workflows, machine learning models, cloud security and SaaS-based solutions to arm defenders with the tools and knowledge they need to disrupt cyber attacks.    Our team of passionate innovators are dedicated to solving some of the toughest challenges in cybersecurity, while fostering a collaborative, inclusive, and growth-oriented culture. Corelight is committed to a geographically distributed yet connected employee base with employees working from home and office locations around the world.  At Corelight, we take pride in the diversity of our backgrounds and perspectives, and we are committed to fostering an inclusive environment that strengthens our company. By embracing a wide range of experiences, backgrounds, neurodiversity, talents, and approaches to problem-solving, we aim to create a workplace where everyone can thrive and contribute their best.

We are looking forward to meeting you.  Check us out at www.corelight.com