ZeroFOX
Channel Account Manager, West
ZeroFOX, Los Angeles, California, United States, 90079
OPPORTUNITY OVERVIEW
ZeroFox seeks a Channel Manager (CAM) to support the continued and rapid growth of the Channel Program in North America. This CAM will be responsible for managing existing and building new West Coast Territory partner relationships in the United States & Canada, and working with the ZeroFox sales team to generate top-of-funnel pipelines. ZeroFox CAMs are expected to provide on-going training and enablement to channel partners and work with ZeroFox marketing to plan & execute partner marketing activities.This role will report to the Director of Channels, Americas; however, you will be expected to be a close business partner to the Americas sales and account management leadership team.
Role and responsibilities
Identify, Onboard & Enable ZeroFox Channel Partners. Activities include, without limitation: Sales Training, On-site customer meetings, SE Training, Business Plan Reviews, Sales rep alignment, Deal sponsorship
Produce & maintain territory plans
Produce monthly pipeline reports and actively manage channel pipeline
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 ,enablement certification programs
Prioritize and coordinate deal registration among partners and the ZeroFox sales team
Manage Market Development Funds (MDF) to execute channel marketing activities
Develop and launch channel incentives & SPIF programs
Managing the pipeline within the region, including accurately forecasting sales, prioritizing opportunities, and advancing deals through the sales process in partnership with internal and partner sales teams
Drive ongoing partner marketing/ communication and manage key partner marketing programs
Define and deploy business plans to deepen ZeroFox’s traction with existing channel partners, reviewing and re-assessing quarterly
Work with partner managers and partners to develop and execute strategic business plans focused on driving new accounts, new opportunities, sales and technical competency, and incremental bookings growth
Develop and execute a strategy for recruiting new channel partners
Manage and develop key strategic partner relationships
Work on strategic business initiatives as established by channel leadership and provide executive-level reporting and insight into activities and progress
Maintain up-to-date knowledge of ZeroFox’s competitive positioning in the marketplace
Meet or exceed channel pipeline and bookings targets
Required qualifications and skills
Channel Account Management experience in North American markets with a proven track record of success, typically obtained in 5+ years. Candidates with cybersecurity / digital risk experience will be given priority consideration.
Excellent written and verbal communication skills to to clearly and effectively articulate ZeroFox’s value to partners, as well as drive consensus across groups both internally and within partner organizations
Commitment to professionalism and integrity in executing a structured selling system that delivers a frictionless partnership experience
Experience working with Regional North American partners, including VAR, Distribution, and service providers
Ability to work in a fast-moving environment, effectively prioritize big-picture thinking, and use good judgment in resolving difficult issues
Ability to travel in the U.S. and Canada up to 75%, or more as needed. Travel could be global but will be based predominantly throughout the regions needed
Desired qualifications and skills
Existing relationships with key partners in North American markets
A university degree is preferred but optional
Experience working within established Sales Frameworks such as Sandler or Force Management
ABOUT ZEROFOX
ZeroFox is on a mission to make the internet safer for all. Innovation is at our core – we are relentless in the pursuit of finding new ways to disrupt external cyber threats on the surface, deep, and dark web. ZeroFox offers the only unified cybersecurity platform combining advanced AI analytics, digital risk and privacy protection, full-spectrum threat intelligence, and a robust portfolio of breach, incident and takedown response capabilities to protect customers from growing threats across the external attack surface. It’s a great time to join us in the Fox Den – with fresh private equity funding, expanding investments in AI, a people-first culture, and centers of excellence around the world, we’re growing like never before. If you’re looking for a mission-oriented, customer-focused, collaborative team and ready to take the fight to the adversary, apply to join us in the Den today.
Equal Opportunity, Diversity & Inclusion We aim to build a team that represents a variety of backgrounds, perspectives, and skills. We embrace inclusion and ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, military or veteran status, or any other personal characteristic.
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ZeroFox seeks a Channel Manager (CAM) to support the continued and rapid growth of the Channel Program in North America. This CAM will be responsible for managing existing and building new West Coast Territory partner relationships in the United States & Canada, and working with the ZeroFox sales team to generate top-of-funnel pipelines. ZeroFox CAMs are expected to provide on-going training and enablement to channel partners and work with ZeroFox marketing to plan & execute partner marketing activities.This role will report to the Director of Channels, Americas; however, you will be expected to be a close business partner to the Americas sales and account management leadership team.
Role and responsibilities
Identify, Onboard & Enable ZeroFox Channel Partners. Activities include, without limitation: Sales Training, On-site customer meetings, SE Training, Business Plan Reviews, Sales rep alignment, Deal sponsorship
Produce & maintain territory plans
Produce monthly pipeline reports and actively manage channel pipeline
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 ,enablement certification programs
Prioritize and coordinate deal registration among partners and the ZeroFox sales team
Manage Market Development Funds (MDF) to execute channel marketing activities
Develop and launch channel incentives & SPIF programs
Managing the pipeline within the region, including accurately forecasting sales, prioritizing opportunities, and advancing deals through the sales process in partnership with internal and partner sales teams
Drive ongoing partner marketing/ communication and manage key partner marketing programs
Define and deploy business plans to deepen ZeroFox’s traction with existing channel partners, reviewing and re-assessing quarterly
Work with partner managers and partners to develop and execute strategic business plans focused on driving new accounts, new opportunities, sales and technical competency, and incremental bookings growth
Develop and execute a strategy for recruiting new channel partners
Manage and develop key strategic partner relationships
Work on strategic business initiatives as established by channel leadership and provide executive-level reporting and insight into activities and progress
Maintain up-to-date knowledge of ZeroFox’s competitive positioning in the marketplace
Meet or exceed channel pipeline and bookings targets
Required qualifications and skills
Channel Account Management experience in North American markets with a proven track record of success, typically obtained in 5+ years. Candidates with cybersecurity / digital risk experience will be given priority consideration.
Excellent written and verbal communication skills to to clearly and effectively articulate ZeroFox’s value to partners, as well as drive consensus across groups both internally and within partner organizations
Commitment to professionalism and integrity in executing a structured selling system that delivers a frictionless partnership experience
Experience working with Regional North American partners, including VAR, Distribution, and service providers
Ability to work in a fast-moving environment, effectively prioritize big-picture thinking, and use good judgment in resolving difficult issues
Ability to travel in the U.S. and Canada up to 75%, or more as needed. Travel could be global but will be based predominantly throughout the regions needed
Desired qualifications and skills
Existing relationships with key partners in North American markets
A university degree is preferred but optional
Experience working within established Sales Frameworks such as Sandler or Force Management
ABOUT ZEROFOX
ZeroFox is on a mission to make the internet safer for all. Innovation is at our core – we are relentless in the pursuit of finding new ways to disrupt external cyber threats on the surface, deep, and dark web. ZeroFox offers the only unified cybersecurity platform combining advanced AI analytics, digital risk and privacy protection, full-spectrum threat intelligence, and a robust portfolio of breach, incident and takedown response capabilities to protect customers from growing threats across the external attack surface. It’s a great time to join us in the Fox Den – with fresh private equity funding, expanding investments in AI, a people-first culture, and centers of excellence around the world, we’re growing like never before. If you’re looking for a mission-oriented, customer-focused, collaborative team and ready to take the fight to the adversary, apply to join us in the Den today.
Equal Opportunity, Diversity & Inclusion We aim to build a team that represents a variety of backgrounds, perspectives, and skills. We embrace inclusion and ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, military or veteran status, or any other personal characteristic.
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