Mid-Market Channel Account Manager, Eastern/Central Region
Imperva - New York, NY

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  • Imperva, Inc.
Imperva, the leader in Data Security, is looking for an experienced Mid-Market Channel Account Manager , located in the Eastern or Central US, to join the Mid-Market Cloud Sales team. With more than 1,900 direct customers and 25,000 cloud customers, Imperva's customers include leading enterprises, government organizations, and managed service providers who rely on Imperva to prevent sensitive data theft from hackers and insiders. The award-winning Imperva SecureSphere is the only solution that delivers comprehensive security for databases, web applications and file systems.

We are a company that provides unique career opportunities, coupled with visionary leadership, a strong sales and channels organization, world-class technology and rapidly growing customer base. If you share our dedication to building a company based on the tenets of achievement, trust, integrity, technical skill, innovation and quality -- and are serious about your career -- we want to meet you!

The Mid-Market Channel Account Manager is responsible for the recruitment, development and management of the business relationships with Mid-Market Reseller and Distributor partners in the East and Central US. The successful Mid-Market CAM will work in tandem with Mid-Market Cloud Sales Representatives, Mid-Market Security Engineer and Director of Mid-Market Cloud Sales and Channels to successfully develop and service all Mid-Market partners and prospects within their respective geography/territory. They will also create and plan programs and events designed to promote Imperva’s Cloud WAF and DDoS products and drive revenue to Imperva through partners.

Additional Responsibilities:
Manage, prospect, qualify and develop key relationships with existing and/or potential partners, within assigned territory, specifically with partner decision makers and Sr. Executives including maintaining a sales strategy based on revenue commitments.

Keeps informed on new products, services, and other general information of interest to partners.

Remains current on customer business opportunities, existing business conditions, future prospects, active measurements, and competitive issues; regularly briefs Imperva management on status, prospects, and current needs of top partners.

Leveraging SFA tools such as Salesforce.com, keeps records and generates reports on all phases of activities, including Partner Account Plans and forecasts.

Participates in varied sales activities requiring perseverance, preparation, ingenuity, and responsibility.

Dynamic, high energy sales professional with a minimum of 3-5 years of experience in Channel Sales and solution selling into the Mid-Market, working within a manufacturer specifically in Data Security or Enterprise Security Software required.

BA/BS degree in business, marketing or software engineering or equivalent experience.

Demonstrated experience developing Mid-Market Resellers and Distributor Channels required; experience with large National Distributors a plus.

Self-disciplined and self-motivated; ability to work successfully in a remote/field environment.

Understands and manages all phases of the sales cycle and channel role in the process.

Accurately forecasts all regional business utilizing Salesforce.com.

Demonstrated ability to exceed quarterly quota.

Articulate and strong presentation skills.

Experience with Salesforce.com.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin.

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