Note: The job is a remote job and is open to candidates in USA. Forescout Technologies Inc. is a leader in cybersecurity solutions, dedicated to protecting critical infrastructure from cyber threats. The Sr. Channel Account Manager will drive channel-led sales across the North Central US region, focusing on building strategic partnerships and achieving revenue targets through a 100% channel sales model.
Responsibilities
- Achieve and exceed quarterly and annual revenue targets through a 100% channel sales model
- Own and execute the channel strategy across North Central, driving consistent pipeline and deal flow
- Focus heavily on deal registration and net new logo acquisition through partner led selling
- Develop and expand strategic relationships with key partners including Optiv, WWT, Guidepoint, Ahead, CDW, Pellera, and SHI
- Identify, qualify, forecast, and close opportunities in collaboration with managed partners
- Build deep understanding of customer business priorities and translate them into solution opportunities through the channel
- Enable partners through training, joint selling, and business planning to position the full Forescout portfolio
- Develop and execute joint business plans with field sales, reviewing pipeline and performance quarterly
- Collaborate cross functionally with Sales Engineers, Marketing, Professional Services, and Field Sales to support partner success
- Act as the primary liaison between Forescout and partners, ensuring alignment on strategy, operations, and go to market execution
- Maintain accurate forecasting, reporting, and opportunity management
Skills
- Proven experience in Channel Account Management within cybersecurity or enterprise technology
- Strong track record driving revenue through partner ecosystems and deal registration models
- Demonstrated success in new logo acquisition and partner led growth
- Understanding of enterprise security solutions (e.g., NAC, endpoint, firewall, SIEM, OT/ICS)
- Hunter mindset with strong business development and consultative selling skills
- Ability to build multi level relationships within partner and customer organizations
- Strong presentation, negotiation, and communication skills
- Self motivated, disciplined, and comfortable operating in a fast paced environment
- Willingness to travel approximately 50%
- Experience working with national and regional partners is strongly preferred
Benefits
- We cover 85% of employee and dependents’ health care premiums
- 100% company paid employee life and disability insurance premiums
- 401K match
- Generous FTO policy (U.S. only)
- Option to purchase voluntary life, accident and critical illness insurance
- Employee assistance program
- Maternity and parental bonding leave
Company Overview
For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted Forescout as their foundation to manage cyber risk, ensure compliance, and mitigate threats. It was founded in 2000, and is headquartered in San Jose, California, USA, with a workforce of 1001-5000 employees. Its website is http://www.forescout.com.