Channel Account Manager

Sales Netherlands

Apply

What We Do:

Managing Cyber Risk, Together – As the world becomes increasingly connected, the need for Forescout’s solutions grows stronger. Forescout is at the forefront of one of the most critical challenges in cybersecurity, delivering automated protection across the modern organisation. Our solutions ensure continuous alignment between our customers’ security frameworks and their evolving digital environments, spanning IT, IoT, OT, and IoMT assets.
 
At Forescout, we are looking for relentlessly, driven individuals who thrive in a collaborative environment, embrace innovation, and are committed to delivering exceptional customer experiences. As one team, we push boundaries, stay ahead of emerging threats, and create cutting-edge solutions that make a real impact. Bring your unique perspective to Forescout and help shape the future of cybersecurity with us!

What You Will Do:

As a Channel Account Manager, you will be responsible for managing and developing channel partners within your assigned territory to drive pipeline growth and revenue genera on. You will work closely with Focus Partners to build strong, strategic relationships that enhance partner engagement and maximize sales opportunities. 
This role requires a combination of business development, relationship management, and sales execution. You will act as a trusted advisor to your partners, enabling them with the necessary tools, knowledge, and support to successfully position and sell Forescout solutions. Success in this role will be measured by your ability to increase the percentage of pipeline and revenue generated from the channel, drive deal registration numbers, and ensure a structured and programmatic approach to partner enablement.
This role requires frequent travel within your region, high energy, excellent presentation and communication skills, and the ability to build strong, trusted relationships with partners and internal teams.
Channel Sales & Business Growth: 
  • Manage and grow relationships with assigned channel partners, ensuring Forescout is their preferred cybersecurity vendor. 
  • Drive pipeline growth and revenue generation through partner-led sales opportunities.
  • Achieve and exceed quarterly and annual revenue and MBO targets by developing joint go-to-market plans with partners.
  • Work closely with the regional sales teams to ensure effective collaboration between partners and Forescout direct sales. 
  • Drive deal registration and ensure partners follow a structured sales process.
Partner Recruitment, Enablement & Development: 
  • Identify and recruit high-potential partners that align with Forescout’s channel strategy.
  • Ensure partners are trained, certified, and capable of selling and supporting Forescout solutions.
  • Develop tailored enablement plans for Focus Partners to drive growth.
  • Deliver regular business reviews and joint account planning sessions with key partners.
Strategic Partner Engagement: 
  • Prioritize Focus Partners, ensuring the majority of revenue is driven through engaged and committed channel partners.
  • Facilitate executive engagement between key partners and Forescout leadership.
  • Develop relationships at all levels within partner organizations, including executive, sales, technical, and marketing teams. 
Marketing & Demand Generation: 
  • Work closely with partners to drive demand generation campaigns and joint marketing initiatives.
  • Ensure partners leverage Forescout’s marketing resources to build awareness and generate pipeline.
  • Support regional marketing events and partner-led demand generation activities. 
Managed Service Provider (MSP) & Distribution Support: 
  • Collaborate with distributors to optimize the channel ecosystem, ensuring partners receive the support and enablement needed to succeed. Support and drive Managed Service Provider (MSP) engagement in markets where MSP models are a growth opportunity. 

Performance Metrics & Accountability: 
Track and report on key metrics including:   
  • Ensure partners are accountable for business growth and performance expectations. 
  • Growth in channel-generated pipeline and revenue.
  • Increase in deal registrations and partner-led sales opportunities.
  • Strong partner engagement, with a clear focus on high-value relationships.
  • Growth in Focus Partner business, reducing reliance on inactive or disengaged partners.
  • Increased partner certification levels and enablement success.

What You Bring to Forescout:

  • Proven experience in channel sales and partner management, ideally within the cybersecurity or IT industry.  
  • Strong track record of driving pipeline and revenue growth through channel partners.  
  • Ability to build, develop, and manage strategic partner relationships at all levels.  
  • Experience in partner recruitment, enablement, and joint business planning.  
  • Understanding of distribution and MSP models and how they impact the channel ecosystem.  
  • Strong business acumen, strategic thinking, and problem-solving skills.  
  • Ability to travel regularly within the assigned territory to engage with partners.  
  • Excellent communication, presentation, and negotiation skills.  
  • Self-motivated, highly energetic, and driven to succeed. 
What Forescout Offers You
 
Managing cyber risk, together – We are led by a visionary leadership team who encourages professional growth and development. We promote a diverse and inclusive culture providing for a collaborative and innovative environment where our team can make an impact on worldwide security while working on technology which is at the forefront of the industry. We are also proud of our competitive compensation and benefits offered. If you have a strong work ethic, are visible and lean in, you will be recognized. We are in growth mode and there is a ton of opportunity at Forescout. Apply now to find out more! 
 
More About Forescout
 
Forescout Technologies, Inc. delivers automated cybersecurity across the digital terrain, maintaining continuous alignment of customers’ security frameworks with their digital realities, including all asset types – IT, OT, IoT, IoMT. The Forescout Continuum Platform provides complete asset visibility, continuous compliance, network segmentation and a strong foundation for Zero Trust. For more than 20 years, Fortune 100 organisations and government agencies have trusted Forescout to provide automated cybersecurity at scale. Forescout arms customers with data-powered intelligence to accurately detect risks and quickly remediate cyberthreats without disruption of critical business assets. Learn more at www.Forescout.com.
 
Our Mission 
To continuously identify, protect, and ensure the compliance of all cyber assets across the modern organisation.  
 
Our Vision 
A world where every cyber asset is seen, secure and compliant. 
 
Our Cultural Values 
  • Cyber Obsessed – We are curious about technology, and we are innovative and passionate about solving big programs.
  • Customer Driven – We listen, we learn, and we make it right.
  • Collaborative, without Ego – No one succeeds alone. We strive to be the humble person that people want to work with.
  • Relentless – We're smart, determined, and find a way. We figure stuff out.
  • One Team – We all work together, and we all win together.
 
Our DEI Statement 
At Forescout, we are committed to fostering a diverse, equitable, and inclusive workplace. We believe that diversity of background, experiences, and perspectives leads to innovation, creativity, and better decision making. We strive to create an environment where all team members feel valued, respected, and empowered. We actively promote equal opportunities and fair treatment for all individuals, regardless of their race, religion, colour, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, disability, status as a protected veteran, or any other characteristic protected by law. By embracing Diversity, Equity and Inclusion, we aspire to build a successful culture where we work together and win together as One Team.
 
Thank you for taking the time to learn more about us.
If this opportunity intrigues you, we would love for you to apply!
NOTE TO EMPLOYMENT AGENCIES: We value the partnerships we have built with our preferred vendors. Forescout does not accept unsolicited resumes from employment agencies.  All resumes submitted by employment agencies directly to any Forescout employee or hiring manager in any form without a signed Employment Placement Agreement on file and search engagement for that position will be deemed unsolicited in nature.  No fee will be paid in the event.
 
#LI-VS1 

Forescout Technologies is proud to be an Equal Employment Opportunity Employer. We value and embrace diversity, equality, inclusion, and collaboration at the core of our “One Team” philosophy. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

Apply Apply Later
← Back to Current Openings

Share