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Channel Account Representative

Untangle, Inc.

Channel Account Representative

San Jose, CA
Full Time
Paid
  • Responsibilities

    ARE YOU OUR NEXT UNTANGLER?

    Untangle, a leader in Network Security Management is seeking a high energy, Channel Account Manager. If you are keen to establish in-depth relationships with our 1,100+ strategic partners, our Channel Account Manager position is what you are looking for!  This position is responsible for onboarding our partners and ensuring that they possess the highest level of technical and commercial knowledge to scale their business with Untangle.

    This is a critical role for someone who is highly independent, self-motivated, and able to manage priorities in order to achieve and exceed our indirect sales plans. You must be knowledgeable of the firewall/filtering space and comfortable selling to MSP's, VARs and for a SaaS business model. 

    This position is based out of our sunny San Jose, CA Headquarters. Initially, you will work from your home office due to the Covid-19 closures. We expect to return to our office when we deem it to be safe and local restrictions are lifted.

    RESPONSIBILITIES

    ABOUT UNTANGLE:

    Untangle is an innovator in cybersecurity products designed specifically for the SMB and Distributed Enterprise markets - safeguarding businesses, home offices, nonprofits, schools and state/local governmental organizations. Untangle’s integrated suite of software and appliances provides enterprise-grade capabilities and consumer-oriented simplicity to organizations with limited IT resources. Untangle’s award-winning network security solutions are trusted by over 40,000 customers and 1,100 partners around the world.

    Initially you will be expected to telecommute due to the Covid-19 closures. This position is based out of our San Jose, CA Headquarters, which we expect to return to at a time we deem it to be safe and local restrictions are lifted.

    WHAT YOU'LL DO:

    • Onboard qualified MSP's and VARs in accordance with quotas.

    • Build and maintain strategic relationships with key contacts. You will be the primary point of contact and a valuable resource for our partners

    • Utilize a consultative relationship approach to evangelize Untangle value at all levels within the partner organization

    • Increase brand awareness within the partner community through targeted GTM initiatives 

    • Act as an escalation point and ensure resolution of issues

    • Uncover the joint value and how to drive commitment to achieve well defined goals/objectives by understanding how Untangle's offerings align with the partners product/service stack. 

    • Participate in regular quarterly cadence with strategic partners to establish, review, and modify joint-plans and execution scorecard

    • Manage pipeline and forecast ongoing achievement

    • Stay on top of market trends, be aware of new technology and how it plays a role when comparing the Untangle products

    WE ARE LOOKING FOR CANDIDATES WHO:

    • Have 1-2 years of proven track record in relationship based channel account management

    • Possess great business acumen in channels sales management, business development, and strategic partner alignment

    • Experience in the IT industry, especially in Security and Firewall infrastructure and services

    • Excellent communication and presentation skills

    • Ability to manage short term (tactical) and long term (strategic) relationships and plans

    • Demonstrated success in partner growth

    • Results-oriented and self-motivated, able to think strategically and execute tactically

    • Attention to detail and ability to work simultaneously on multiple priorities

    • Knowledge/Experience with Microsoft tools and Salesforce CRM

    HERE'S THE PERKS:

    We offer a dynamic, fun work environment where the snacks are plentiful and the walls are bright.  It's a high-energy atmosphere of reliable bold products disrupting the networking industry. As an Untangler, you'll enjoy...

    • Competitive base comp + uncapped commission 
    • Generous paid time off: 18 days of PTO and 11 paid holidays
    • Full medical, dental, and vision benefits
    • 401K program with matching
    • Company-paid life insurance
    • Short- and long-term disability coverage
    • Lots of freedom for creativity and personal growth
    • Free catered lunches
    • Stock option equity participation
    • Gym membership at our building

    DID YOU HEAR ABOUT SOME OF OUR MANY ACCOLADES, INCLUDING:

    • Cyber Defense Magazine - 2020 Most Innovative for Small to Medium Size Business (SMB) in Cybersecurity
    • The Edtech Awards - 2020 Cool Tool Winner in Security Solution for K-12 and Higher Ed
    • SC Awards- 2020 Excellence Award for Best SME Security Solution
    • Spiceworks #1 Best Content Filtering Appliance
    • Spiceworks #1 Best Software Firewall

    CHECK US OUT: WWW.UNTANGLE.COM