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Channel Account Manager

Deep Instinct

Deep Instinct

Sales & Business Development
Europe · Middle East · Africa
Posted on Friday, May 31, 2024


The Channel Account Manager position will play an instrumental role in driving continued channel growth. Channel Sales play essential role in Deep Instinct's success-you will make a critical impact by further developing Deep Instinct’s channel presence across EMEA. This individual will support Partner recruitment, onboarding, management and Go to Market activities as well as work with Field Sales to drive pipeline and revenue.

The ideal candidate will command a deep understanding of the EMEA cybersecurity industry, the Channel ecosystem, and how to work with their partner base to increase pipeline and drive those deals to closure. Candidates have a proven record in driving growth with mutual partners such as Strategic Alliances, VARs, and MSSPs. Previous experience in the Storage, Application Security and Endpoint/EDR space a plus, but not required. This role will report to the Vice President of Global Channel Sales.

Watch Deep Instinct CEO, Lane Bess on Mad Money talk about Deep Instinct’s prevention capabilities:

This is an incredible opportunity to get in early at a Pre-IPO Cyber Security company that is on a mission to disrupt the cyber security market.


What You'll Do:

· Identify, recruit and/or grow new and existing Partners to increase adoption and sale of Deep Instinct technology.

· Build positive working relationship with partners to ensure smooth partner services.

· Coordinate with partners to identify new business opportunities for revenue generation.

· Assist in Go to Market activities where required including Trade Shows, webinars and other events.

· Educate partners on product portfolio and complementary services offered.

· Work with partners to conduct product presentations to end users.

· Provide proposals, quotations and pricing to partners.

· Analyze sales contracts with respect to legal and financial perspectives.

· Develop profitable business model based on market trends, competitor activity and Partner’s specific routes to market.

· Implement sales programs for product positioning and promotions.

· Ensure that partners are up to date with product information.

· Introduce new products and its features to partners.

· Conduct business reviews with partners and recommend improvements.

· Accurately forecast sales and complete partner and customer data in Salesforce.


Who you are:

· 6+ years’ experience developing and leading complex partner relationships. Preference for experience in IT Sales, Security Software, Infrastructure.

· Extensive understanding of and experience with MSSPs and VARs and what Go to Market strategies work best with each

· Experience in sales, marketing, strategy and program management in technology including channel sales, distribution

· Disciplined and accountable. Demonstrates a tendency to work with a Partner’s needs in mind and work backward from there to achieve mutual success.

· Business/Corporate Development experience running all aspects of strategic transactions.

· Experience collaborating with all areas of business from engineering, sales, and marketing to C-level

· Extremely strong communication and effective negotiation skills.

· Strong persuasive skills and ability to influence decision makers

· Expert knowledge and understanding of all business development activities

· Proving track record in enabling and increasing Partner revenue

· Entrepreneurial self-starter with a successful track record of running a deal.