Channel Account Manager - Cybersecurity


You own the sales process from Channel acquisition to closing deals from the Channel. AT&T Cybersecurity is looking for a passionate and results-driven Channel Account Manager (CAM). This is an inside sales, quota-driven position focused on business development and driving partner activity. You will be responsible for managing and inciting activity within a geographic territory while exceeding booking targets and bringing in net new accounts.

What we are looking to add to our team:

  • Consistently deliver aggressive license, support and service revenue targets - commitment to sales targets and to deadlines
  • Manage a Geographical territory and grow new accounts
  • Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI
  • Generate, develop, manage, and close a pipeline of opportunities sufficient to consistently meet and exceed quarterly quota objectives
  • Track and measure daily sales goals and metrics via Salesforce
  • Identify, qualify, overcome objections, and close prospects
  • Defining and executing a sales strategy for the territory
  • Collaborating with partners relevant to the accounts/territory
  • Provide field and customer feedback to internal teams
  • Develop, enable, and work with partners to ensure that they are being successful in positioning USM
  • Ability and willingness to travel if needed
  • Knowledge of building a business plan with partner base and executing


  • Do you have the following?



    • 5+ years direct sales and channel account SaaS selling experience
    • Solid understanding of security operations and Network Infrastructures
    • Proven success in software/technology sales and information security solutions in particular
    • Proven track record as a sales leader including over-achievement of sales revenue goals, accurate pipeline and forecasting management, excellent account management skills, and a strong desire to ensure customer success
    • Track record of success and knowledge with prospects and customers in the defined territory
    • Effective negotiating skills including procurement, licensing and professional services contracts
    • Exceptional pipeline management, interpersonal, and strong communication skills
    • Thrives in a fast-paced, high-growth, rapidly changing environment
    • Experience with Salesforce (or other CRM systems) is a plus



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