Channel Account Manager - Federal

Sales - North America United States


Gigamon is looking for a Channel Account Manager based in Virginia to be responsible for all sales aspects of Gigamon’s channel partner community for the Federal market.

Key Responsibilities

-       Responsible for the day-to-day relationship management of channel partners

-       Meets / Exceeds Revenue Goals

-       Maintains productive, professional, relationships with key stakeholder personnel within Top Go To Partners

-       Ensures partner compliance with Channel Partner programs and agreements 

-       Communicates product launches and promotions; drives partner participation to vendor events

-       Leads joint partner planning process to develop objectives, financial targets, and critical milestones

-       Executes marketing activities and MDF budget in coordination with Channel Marketing Manager

-       Drives Partner sales and technical certifications

-       Reviews Top Go To Partner performance quarterly with key stakeholders

-       Works collaboratively between partners and Gigamon sales teams to drive white space discussions, work opportunities and manage events

-       Identifies, recruits and on-boards new partners that fill a geography or vertical market gap

-       Understands and works closely with 2 Tier Distribution

-       Builds relationships with technology vendors to identify mutual greenfield opportunities with shared partners

-       Stays abreast of competitive products, technologies and industry trends 

-       Preparation of presentations, territory plans and reports

-       Maintains SFDC for partners in region

-       Completes required training and development objectives


Required Experience/ Skills


-       Seven (7 +) plus years selling high technology products in assigned territory

-       Knowledge of networking, data center and security technologies a plus

-       Proven track record of successful selling into channel accounts

-       Excellent presentation and communication skills

-       Ability to work independently in a fast-paced environment; must be high energy, motivated and a self starter

-       Ability to travel up to 50% within the assigned territory
-       Territory includes: DC, DE, W. VA, VA, TN, MS, NC, SC, AL, GA, FL