Channel Account Manager - SLED
Company: FireEye, Inc.
Posted on: January 16, 2022
Working as a seamless, scalable extension of customer security
operations, FireEye Security offers a single platform that blends
innovative security technologies, and nation-state grade threat
intelligence. With this approach, FireEye Security eliminates the
complexity and burden of cybersecurity for organizations struggling
to prepare for, prevent, and respond to cyberattacks. Our security
portfolio protects customers across endpoints, infrastructure,
applications, and in the cloud. For more information, please visit
The objective of the SLED Channel Account Manager is to develop and
grow FireEye SLED Revenue through its solutions partners, by
aligning their go-to-market sales motions with FireEye's and
ensuring they have the knowledge, capabilities, and tools to be
successful. The SLED Channel Account Manager will be directly
responsible for managing assigned strategic partners and indirect
sales within assigned territory as well as indirectly for the
success of all partners working with FireEye.
We are seeking an experienced SLED Channel Sales Account Manager
with a proven track record of success and a thorough understanding
of the channel partner landscape in the region. The primary focus
will be to drive incremental partner-led revenue (New Business &
Net New Logos), drive enablement training with new and existing
partners (both sales & technical training), and foster a productive
engagement model (internal & external) throughout the region. This
individual must be able to thrive in a competitive and dynamic
culture. The role will report directly to the Director, USPS (US
Public Sector) Channel Sales.
The ideal candidate will have a varied background, have an
entrepreneurial spirit, and likes to build and innovate new
strategic programs. Must be a self-starter and have a 'start-up'
mentality; not afraid to run at a fast pace in a changing
environment with a fun and collaborative team!
What You Will Do:
Manage assigned strategic partners - responsible for overall
growth, executive influence, and adoption of solutions
Manage existing base of partners in the assigned region - driving
incremental revenue, developing solution competency, and enabling
Direct the recruitment and engagement efforts of new partners as
needed to support company initiatives and reach defined performance
Design, propose, implement, and execute enablement and promotional
programs to drive sales success within the region
Build and execute territory plans for both assigned strategic
partners and select emerging partners in the region
Lead facilitator for communication between partners and FireEye
Help facilitate resources from FireEye Region and FireEye Corporate
Conduct quarterly business reviews, both internally and
Drive product marketing, and demand generation activities with
partners to accompany FireEye products/solutions on partner's
website, seminars, and tradeshows
Proactively communicate with FireEye region staff on Channel
pipeline and forecasts
Monitor, assess, and report on a continual basis the security
vendor's competitive situation within the channel partners in the
Represent FireEye's channel in the region and evangelize our
mission and purpose both internally and externally
Should be able to communicate clearly and concisely through all
available means of communication.
Daily objectives should include the following: Innovation, Customer
Obsession, Sense of Urgency, Collaboration, and Community.
Must have 5+ years of sales and SLED Channel Sales experience
working with local, regional, and national partners in the computer
networking & security space.
Ability to travel > 50% of the time (post-Covid-19)
Strong understanding of the SLED Channel ecosystem - roles of VARs,
National Solution Providers, System Integrators, and
Have proven, existing, and positive relationships through the
region within this ecosystem of partners is a requirement.
Have proven, existing, and positive relationships with strategic
Partners within this ecosystem of Cybersecurity
Proven record of consistent over-achievement in quota-bearing
Proven track record of working effectively with Cross-functional
teams, both internally and externally.
Strong technical knowledge with a broad range of security and
Outstanding Presentation, Written, and Verbal Communication
Experience selling consulting services a plus
Must have both the sales skills and technical knowledge to make
presentations and lead customer discussions to advance the sales
Ability to develop relationships and work extensively at the
Provide accurate forecasting to Reporting Manager regularly
Ability to self-motivate and multi-task and work independently or
within a team Success Factors.
Strong leadership skills.
Direct interaction with the Customers, Partners, Marketing, Peers
and FireEye's Corporate team will comprise a major portion of this
FireEye Security is an Equal Opportunity Employer. All qualified
applicants will receive consideration for employment without regard
to race, sex, color, religion, sexual orientation, gender identity,
national origin, protected veteran status, or on the basis of
This is a regionally based role that must be located in CA or
Keywords: FireEye, Inc., Draper , Channel Account Manager - SLED, Executive , Draper, Utah
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