Channel Account Manager, Japan

About the company

A global cybersecurity software company that goes to market through security resellers and managed security service providers (MSSPs). The company relies on these partners to extend its reach and to grow sales across the Asia Pacific and Japan region.

The role

The Channel Account Manager will establish and nurture relationships with key security resale and MSSP partners to drive sales growth in Japan. The role works closely with regional account executives to execute channel sales strategies, and engages partner leadership at VP and Director level.

Responsibilities

• Recruit new resale and MSSP partners in the territory
• Onboard and enable partners so they can sell and deliver effectively
• Develop partner relationships and execute strategy, including account mapping, regional partner events, regional business plans and partner marketing funds
• Generate leads, manage pipeline and convert opportunities, including deal registrations
• Engage partner executives at VP and Director level
• Monitor competitors and share market insight with the wider team
• Report on progress against plan

What you bring

• 5 or more years of security channel and MSSP sales experience
• Deep cybersecurity domain knowledge
• A record of driving sales through security channel partners in the region
• Experience recruiting, onboarding and scaling resellers and MSSPs
• Solid understanding of the MSSP business model
• Expertise in partner enablement
• Knowledge of channel and MSSP maturity across the countries of the Asia Pacific and Japan region
• Established relationships with key resale and MSSP partners in the region
• Willingness to travel, up to 50% of the time
• Strong communication skills and a collaborative approach
• Working proficiency with Salesforce