WatchGuard Technologies

Cybersecurity platform for managed service providers

Channel Account Manager

Business Development & PartnershipsConfirmed live in the last 24 hours

Full-timeMadrid, SpainNo salary listed

About the Job

Requirements

At least 5 years of experience in direct and indirect sales in a related industry.
Proven experience managing Telefónica as a customer, partner, or strategic account.
Experience with a two-tier or channel sales ecosystem.
A history of sales excellence with national partner accounts and major accounts.
A history of consistent plan development and quota achievement.
Strong presentation and written communication skills.
Ability to self-manage and work remotely.
Must be located in the assigned territory.
Familiarity with Salesforce or a similar customer relationship management system.
Native Spanish speaker and fluent in English.

Responsibilities

Work within the sales team to promote and sell the portfolio of security products within a geographic territory.
Support assigned WatchGuard partners and manage active channel partners in the assigned territory.
Manage and develop Telefónica as a strategic partner by strengthening the relationship, identifying new business opportunities, and driving mutual growth and success.
Strive toward territory quota attainment, retention, and growth and development of active partners.
Act as the primary point of contact and relationship owner for Telefónica by developing and executing joint business plans to drive revenue growth and strategic alignment.
Maintain regular contact with partners to ensure satisfaction and continued success.
Partner with the Sales Engineer to generate new business and develop current customers through the partner network.
Support partners with standard methodologies and use of WatchGuard, including training, event support, and lead generation.
Create and deliver sales presentations tailored to audience needs.
Provide ongoing relationship management and training for partners.
Drive net growth for WatchGuard One certifications in the territory.
Maintain knowledge of WatchGuard products, services, internal sales tools, industry developments, and the company's competitive posture.
Prepare activity and forecast reports as requested.

Desired Qualifications

Experience in the network and cybersecurity space.

About the Position
The Channel Account Manager (CAM) responsibilities include working within the sales team to promote and sell all portfolio security products within a geographic territory. The CAM is responsible for supporting assigned WatchGuard partners in the assigned territory and will be responsible for active channel partners.

A key responsibility of this role will be the management and development of Telefónica as a strategic partner, strengthening the relationship, identifying new business opportunities, and driving mutual growth and success within the partnership.

The CAM will be responsible for quoting, training, lead generation and follow-up, event support, and the forecasting and tracking for their assigned partners. The CAM will report to the Country Manager and will work closely with the Sales Engineer to assure territory quota attainment, in addition to joining with the sales and field marketing teams in the territory. Success in this position will be measured by meeting successful transaction, growth, and retention goals with the assigned partners. The CAM will keep up-to-date knowledge of the industry and the competitive posture of the company, as well as prepare activity and forecast reports as requested.

Position Responsibilities

• Strive towards the territory quota attainment, retention, and growth/development of active partners

• Act as the primary point of contact and relationship owner for Telefónica, developing and executing joint business plans to drive revenue growth and strategic alignment.

• Maintain regular contact with partners to ensure satisfaction and continued success
• Partner with the Sales Engineer to generate new business and develop current customers through the partner network
• Support partners on standard methodologies and use of WatchGuard, including training, event support, and lead generation
• Create and perform sales presentations to match WatchGuard with audience needs
• Provide ongoing relationship management and training for partners
• Net growth for WatchGuard One Certifications in the territory
• Be knowledgeable of all WatchGuard products, services, and internal sales tools
• Other duties and projects assigned.

Skills and Qualifications

• 5+ years experience in direct and indirect sales in related industry

• Proven experience managing Telefónica as a customer, partner, or strategic account

• Experience with two-tier/channel sales ecosystem required
• Experience in network/cyber security space preferred
• History of sales excellence with national partner accounts and major accounts
• History of consistent plan development and quota achievement
• Strong presentation and written skills
• Ability to self-manage and work remotely
• Must be located in assigned territory
• Familiarity with Salesforce or similar CRM
• Spanish native speaker and fluent in English language

About the Company

WatchGuard Technologies

Cybersecurity platform for managed service providers

WatchGuard Technologies provides a Unified Security Platform designed for managed service providers. It offers integrated cybersecurity products that cover network security and intelligence, advanced endpoint protection, multi-factor authentication, and secure Wi-Fi, all managed through a single platform. The platform coordinates threat intelligence, policy management, automation, and reporting to help MSPs scale their security services, improve operational efficiency, and align security operations with their clients’ needs. The key differentiator is its MSP-focused approach, offering centralized control and automation across multiple security domains to simplify provisioning, management, and ongoing protection for thousands of resellers and hundreds of thousands of end customers. The company’s goal is to enable security resellers to grow their business while delivering robust protection and streamlined operations across global customers.

Company size: 1,001-5,000
Company stage: IPO
Headquarters: Seattle, WA
Founded: 1996

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