Channel Account Manager (Mid Atlantic)

Location: North Carolina, United States of America

Thales people architect identity management and data protection solutions at the heart of digital security. Business and governments rely on us to bring trust to the billons of digital interactions they have with people. Our technologies and services help banks exchange funds, people cross borders, energy become smarter and much more. More than 30,000 organizations already rely on us to verify the identities of people and things, grant access to digital services, analyze vast quantities of information and encrypt data to make the connected world more secure.

Remote- North Carolina, South Carolina, Georgia, or Florida

Thales is hiring an experience Channel Account Manager (CAM) will be responsible for establishing, developing and implementing key strategic territory plans, channel initiatives and partner account plans with solution provider/reseller partner(s) specializing in security solutions for the Mid-Atlantic region of the US.

This Channel Account Manager will work closely with key contacts to help partners build a vision and execute a strategy that derives maximum business benefit from offering our portfolio of solutions to their customers across Thales Data Security and Imperva. The CAM will manage all aspects of the business as well as be the liaison between the internal and partner sales and marketing teams.  The CAM will implement a ROI approach to partnering efforts with an emphasis on revenue generation, channel generated opportunities, and a focus on product offerings that differentiate Thales in the marketplace. The Channel Account Manager will need to have an understanding of how to drive incremental revenue and be comfortable in a quota based compensation model.

This position will require successfully completing a post-offer background check. Qualified candidates with criminal history will be considered and are not automatically disqualified, consistent with applicable federal law, state law (the California Fair Chance Act), and local ordinances (San Francisco Fair Chance Ordinance, City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, and Los Angeles County’s Fair Chance Ordinance for Employers).

Key Areas of Responsibility

• Manage, develop, and maintain strong and successful relationships with the channel partners, Thales sales teams, and key end-user customers for continued business growth.

• Recruit and educate cloud partners to drive Thales sales

• Build a joint business plan, with real action plans and a regular cadence of reviews.

• Plan and develop go-to-market strategies and execute on marketing initiatives to deliver on the strategy.

• Conduct analysis of partner coverage in region identifying gaps where recruitment is needed.

• Understand key goals and objectives of the partner and come to agreement on mutual goals that align the partner with ours.

• Understand and be conversant on the partner business metrics of taking on our solutions and building a profitable business selling, implementing, and supporting them. The CAM will facilitate and insure all program requirements have been met by the partners.

• Key point of contact that manages the occasional handling of difficult conversations and bringing about successful resolutions with the partner.

Minimum Qualifications

• Bachelor degree (B.A / B.S.); or equivalent work experience may be substituted for degree

• 5-7+ years minimum experience in channel sales and channel development, in a security, networking, cloud based or Infrastructure Company preferably within a two-tier distribution environment

• Ability to forecast annual, quarterly, and monthly revenue streams accurately.

• Capable of developing and presenting interesting solution strategies, meeting/exceeding customer requirements and expectations

• Strong cross-functional leadership to drive consensus across groups both internally and within the Channel/Partner organizations

• Results oriented and effective in customer situations comprising senior level management

• Using business-planning skills to achieve a high level of customer and partner satisfaction

If you’re excited about working with Thales, but not meeting the requirements for this position, we encourage you to join our Talent Community! https://careers.thalesgroup.com/global/en/jointalentcommunity. You can upload your CV and our recruite