Channel Account Manager - North & East India

Who is Forcepoint?

Forcepoint simplifies security for global businesses and governments. Forcepoint’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. 20+ years in business. 2.7k employees. 150 countries. 11k+ customers. 300+ patents. If our mission excites you, you’re in the right place; we want you to bring your own energy to help us create a safer world. All we’re missing is you!

Essential Functions

Develop and drive the partner strategy across Forcepoint’s top tier focus partners in North, East and Enterprise Sector

Develop GTM plans with focus partners and work with those partners to implement these plans which will cover revenue/pipeline goals, training, marketing and other metrics as required

Recruit, onboard, and enable new partners to Forcepoint’s market coverage

Drive joint business planning sessions to align partner capabilities with Forcepoint’s objectives.

Manage regional distribution activities as necessary including local cadence

Drive upsell into our existing customer base by supporting and enabling the channel to lead these conversations with our customers

A key component of partner engagement will be business planning, account planning, sales cadence and subsequent engagement

Manage partner pipeline, cadence and all relevant stakeholder mapping across the organizations and provide partner forecasting back into Forcepoint

Maintain accurate partner forecasts, pipeline visibility, and reporting within CRM

Ensure partners are trained and certified to the appropriate levels enabling to operate as independently as possible with their customers

Support MDF activities supporting both enablement and customer development objectives

Represent Forcepoint at regional partner events, conferences, and networking opportunities.

Education and Experience

Graduate/Post Graduate in business management with 10 – 15+ years operating in a sales-based environment with understanding of the said market (North and East India and Enterprise sector business). Understanding Enterprise decision-making in large opportunities is helpful

5+ years of channel experience in OEM/similar cyber security solution providers with the demonstrable experience in driving growth through the channel

Demonstrable experience in driving strategic engagement at executive levels in partners and customers is a must

Self starting and comfortable in a dynamic and fast moving environment

Ability to think and present in a structured clear way, including developing business plans and executing across multi-functional teams

Willing to travel as necessary

Strong understanding of two-tier distribution models and VAR ecosystems

Understanding of the industry, key players and technologies is a big plus

Experience in selling business to business in an IT security company

Proven track record of exceeding sales/revenue targets within a partner-driven model

Ability to close business while achieving a high level of partner satisfaction

Ability to articulate a value proposition clearly and engage at multiple levels within an organization

Ability to present to external audiences

Excellent relationship management, negotiation, and communication skills.

Ability to work collaboratively with internal cross-functional teams (marketing, sales, operations).

Don’t meet every single qualification? Studies show people are hesitant to apply if they don’t meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace – so if there is something slightly different about your previous experience, but it otherwise aligns and you’re excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.

Applicants must have the right to work in the location to which you have applied.