Channel Account Manager

Sales India

What We Do:

Today the modern enterprise is an Enterprise of Things. We are on a mission to secure the Enterprise of Things with active defense by identifying, segmenting and enforcing compliance of every connected thing. In real time. And at scale. Our unified security platform enables enterprises and government agencies to focus on Zero Trust segmentation, IT/OT convergence and OT/ICS innovation, all supporting our mission and vision.

Join us as we secure the world with our products. We are looking for resourceful and gritty individuals to collaborate as one team while ensuring a world-class customer experience. We are cyber-obsessed about addressing the world’s most challenging security problems. Innovation starts here, everyone’s ideas are valued, visionaries welcomed!

What you will do:

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.
  • 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.

What You Bring to Forescout:
  • 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.


Forescout is proud to be an equal opportunity workplace dedicated to pursuing and hiring a diverse workforce.