Note: The job is a remote job and is open to candidates in USA. Forescout Technologies Inc. is a leader in cybersecurity, dedicated to protecting critical infrastructure from cyber threats. The Channel Account Manager role involves driving channel-led sales in the Southeast US, focusing on partner relationships and new customer acquisition.
Responsibilities
- Achieve and exceed quarterly and annual revenue targets through a 100% channel sales model
- Own and execute the channel strategy, 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
- Competitive compensation and 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