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Channel Account Manager – US/Canada Large Enterprise/Public $160K/ year Are you an experienced Channel Account Manager with expertise in large enterprise/public sector clients in the US and/or Canada? If you are Enthusiastic, hard working and possess a mature attitude that enables you to establish credibility with internal and external customers, this is the job for you. Job Description: Channel Account Manager for Large Enterprise/Public is responsible for development of the channel landscape for the region of US/Canada. This includes development of existing channel partners, reactivation of lost and inactive partners, new partner recruitment and strategic account planning with the assigned account portfolio predominantly in Large Enterprise and Public segment. This role will be instrumental to drive designed channel sales activities. This role will work closely with the Regional Sales Management, Inside Sales Management and Channel Marketing Team and will report directly to the VP of Channel Sales for the Global region. Company Description: GFI Software provides security and networking software for small and medium businesses. At GFI, we are centered on customer success. We pride ourselves on providing the security our customers need for success in their day-to-day operations. GFI team members are set apart by our shared passion for using software technologies to ensure our customer’s maximum success and satisfaction. Key Responsibilities: Constantly meet and exceed monthly and quarterly revenue goals, MBOs and financial performance targets set Achieve Year on Year new business growth in both billings performance as well as partner number growth as per target set by regional management team Further develop the relationships and continuous business success with the existing and new channel partners Work jointly with assigned partner channel account to identify, target and successfully close large enterprise and public customers in designed area Suggest and drive reactivation of inactive and dormant channel partners Identify, on-board and develop new channel partners Plan, prepare and execute on mid-term and long-term channel account strategy and channel sales activities as required from business Further enhance the country sales strategy in close cooperation with the Regional Sales Management Drive quarterly business review planning (QBR) with chosen partners and newly identified Rising stars as well as further increase the dedication of Bronze partners Ensure high satisfaction level of all channel partners with GFI and be prepared to solve potential escalations on channel account manager level Ensure in close cooperation with the Regional Sales Management and the Sales Controlling / Business Analysis Team a high level of visibility on ROI for any sales program / MDF investment Prepare, implement and follow up on sales and product training plans for key accounts together with the regional sales engineer Jointly work on weekly base with inside sales team, share the plans and activities with them and strengthen the team spirit Lead the regional weekly pipeline reviews with the top partners and submit weekly sales forecasts to the Regional Sales Management Support the Product Management and Marketing departments in launching new products into the channel Demonstrate and articulate a full understanding of GFI’s products and core competencies. Conduct all business ethically and in line with company procedures and guidelines


Required Skills & Experience: At least 5 years of sales experience (field sales experience in Large Enterprise and Public segment is a must) A proven track record of sales and/or channel development Experience in specialist software solutions and/or security software sales is a must Additional Details: Position is based as home-office position Expected travel volume up to 50% of working time Strong Sales background, strong communication and presentation skills Good analytical and negotiation skills Capable of developing new channel partners, as well as re-energizing the existing ones Used to work in Large Enterprise customer segment Enthusiastic, hard working with a mature attitude to be able to establish credibility with internal and external customers Ability to organize and plan in a logical manner when under pressure Must be strongly self-motivated Compensation: US $160,000 OTE incl. loading ($100K/year base + $60K variable) Location: United States or Canada (remote) 40 hours/week Travel: Up to 50% To qualify, please provide a resume/CV demonstrating the required experience and skills. From there, we require the completion of pre-interview work assignment – a thoughtful response to which will require investing 1-2 hours of preparation time. We find both the willingness to invest this time – coupled with the insights we derive from the answers – help us find the truly capable and passionate candidates. Qualified applicants who pass this review will be phone screened, and finalists will interview with GFI hiring managers.

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