Channel Manager
Posted on 4/4/2023

501-1,000 employees

United States
Experience Level
  • Channel Account Management experience in North American markets with a proven track record of success, typically obtained in 2+ years. Candidates with cybersecurity / digital risk experience will be given priority consideration
  • Excellent written and verbal communications skills to clearly and effectively articulate ZeroFox's value to partners, as well as drive consensus across groups both internally and within partner organizations
  • Experience working with Regional North American partners including VAR, Distribution, and service providers
  • Ability to work in a fast-moving environment, effectively prioritize big-picture thinking, and use good judgment in resolving difficult issues
  • Ability to travel in the U.S. and Canada up to 50%, or more as needed. Travel could be global, but will be based predominantly throughout the regions needed
  • Identify, Onboard & Enable ZeroFox Channel Partners. Activities include, without limitation: Sales Training, On-site customer meetings, SE Training, Business Plan Reviews, Sales rep alignment, Deal sponsorship
  • Produce & maintain territory plans
  • Develop, track, report and manage partner and sales execution toward KPIs; communicate same to sales and channel leadership
  • Manage and report on partner sales training and enablement programs
  • Produce monthly pipeline reports and actively manage channel pipeline
  • Prioritize and coordinate deal registration among partners and the ZeroFox sales team
  • Manage Market Development Funds (MDF) to execute channel marketing activities
  • Develop and launch channel incentives & SPIF programs
  • Provide channel deal “sponsor” support where needed
  • Drive ongoing partner marketing & communication
  • Develop and manage key partner marketing programs
  • Define and deploy business plans to deepen ZeroFox's traction with existing channel partners, reviewing and re-assessing quarterly
  • Work with partner managers and partners to develop and execute strategic business plans focused on driving new accounts, new opportunities, sales and technical competency, and incremental bookings growth
  • Develop and execute a strategy for recruiting new channel partners
  • Manage and develop key strategic partner relationships
  • Work on strategic business initiatives as established by channel leadership and provide executive-level reporting and insight into activities and progress
  • Maintain up-to-date knowledge of ZeroFox's competitive positioning in the marketplace
  • Meet or exceed channel pipeline and bookings targets
Desired Qualifications
  • Existing relationships with key partners in North American markets
  • A university degree is preferred but not essential
  • Experience working within established Sales Frameworks such as; Sandler or Force Management