Channel Account Manager

Sales Saint Paul, Minnesota


Are you a Sales Guru with an energetic, positive attitude and sense of urgency who likes to jump in and make magic happen? Do you thrive in the strategic art of the hunt while surpassing your customer’s needs? Have you refined your consultative skills to a point where you know what your customer needs and wants before they do? Are you a successful salesperson that has an entrepreneurial spirit while acting in an ethical and transparent manner? If so, keep reading…….

The Channel Account Manager is critical to the ongoing success of A10’s leading network control, security, and cloud solutions. The main focus will be in growing revenues and will have responsibility for regional/national strategic partners to improve their businesses. This includes owning and coordinating all aspects of the sales cycle, as well as maintaining and expanding the partner relationship within the assigned territory.

  • Achievement of assigned quota, Key Performance Indicators, or Major Business Objectives
  • Ensure recruitment activities are in place to identify and recruit those partners key to A10’s success and that we maintain the right partner coverage model
  • Partner development to achieve partner independence – the ability to create and fulfill demand with little or no resource required by A10
  • Growth in partner status to move partners to higher partner levels and thus greater commitment to A10
  • Use of MDF to maximize business results-and aligned to A10 marketing campaigns and initiatives
  • Interface with key alliances and other eco systems partners that will allow better market and vertical sales/support coverage
  • Help train partners to qualify target accounts and opportunities that will lead to successful evaluations and proof of concepts
  • Drive engagement between A10 field and partner organizations; plans in place for top key partners
  • Validation that A10 partners are meeting the Affinity program requirements
  • Facilitate product and sales training to partners' field sales/se teams
  • Proactively communicate with A10 field and management on Channel pipeline and forecasts
  • Develop and execute a comprehensive Channel business plan for the region: to be reviewed on a quarterly basis with key stakeholders

Key Success Factors

  • Achievement of quota/KPI/MBO
  • New resellers recruited-channel partner coverage model
  • Revenue growth of existing resellers
  • Business results from MDF activities
  • Partner engagement, loyalty and experience with A10

Skills and experienced required

  • 5+ years of experience in managing partners in assigned territory
  • Experience in networking, related domains of security and infrastructure
  • Outstanding presentation, written and verbal communication skills
  • Strong technical knowledge with a broad range of security and networking technologies
  • Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process
  • Ability to develop relationships and work extensively at all levels in partner organizations
  • Provide accurate forecasting to reporting manager regularly
  • Ability to self-motivate and multi-task and work independently or within a team success factors
  • Work well within a matrix management structure
  • Direct interaction with the customers, partners, marketing, peers and A10’s corporate team
  • Consistent record of achievement
  • Possess great integrity
  • Transparent – experience in discussing and presenting plans/actuals and activities to all levels of management.
  • Proven ability to operate across all functions of a company; engineering, sales, marketing, finance and operations
  • Travel as required

A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.  A10 also complies with all applicable state and local laws governing nondiscrimination in employment.

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