Channel Account Manager, Southern Europe

Sales Milan, Italy

Maximize revenue potential of ForeScout product portfolio within assigned Channel and Commercial Sales territory via development and management of our key partners. The emphasis should be on winning acceptance of and positive reaction to committing to the ForeScout Channel Partner Program.

Basic Function and Scope of the Position

  • Exceed quarterly and annual revenue targets within a specified territory.

  • Track, forecast, coordinate and report on sales opportunities.

  • Qualify partner and sell commercial benefits of ForeScout partner program to multi-level contacts within your partner accounts.

  • Develop managed  partners through training to enable them to achieve the most commercially suitable level of  Partner program accreditation

  • Coordinate with local Marketing activities tied to the business's goals.

  • End user opportunity development - Identify and develop successful long-term opportunities alongside managed partners to grow new business for ForeScout.

  • Facilitate relationships between the ForeScout field sales team and the key partner sales and consulting teams to ensure that account mapping is completed and joint account plans developed.

  • Jointly develop Channel business plans and review Quarterly against agreed targets.

  • Ensure close liaison with all relevant functions within ForeScout to communicate product and support needs and communicate strategic developments/risks within the Channel.

  • Ensure that managed partners are regularly updated on changes to ForeScout Sales operations and how these changes will affect their own sales and internal teams

  • Communicate ForeScout strategy and aims on a quarterly basis.

    Experience, Knowledge and Skills

  • Background in Commercial/SMB sales and Channel management

  • Demonstrable ability to create, manage/maintain high value relationships

  • Understanding of and demonstrable track record of utilizing a recognized sales methodology

  • Competent and experienced in the application of Target Account Selling methodology or other Sales/Business methodologies.

  • Understands the market issues and trends affecting business and use of IT.

  • Clear, accurate and concise reporting.

  • Self-motivated and disciplined with a determined attitude to succeed.

  • Creative individual with strong personal presence.

  • Flexible with regards to travel within your region.

About ForeScout Technologies:

A Gartner Magic Quadrant leader, ForeScout delivers pervasive network security by allowing organizations to continuously monitor and mitigate security exposures and cyber attacks. ForeScout’s award-winning CounterACT platform provides dynamic user, device, system and application intelligence and policy-based mitigation of security issues. The company’s open ControlFabric architecture enables popular IT security and management systems to exchange information and automate remediation actions.  As a result, more than 1,500 customers and government agencies have chosen ForeScout to advance network access, mobile/BYOD, compliance and threat defenses. Headquartered in Campbell, California, ForeScout offers its solutions through its network of authorized partners worldwide.  Learn more at