Channel Account Manager - West
Proofpoint - Sunnyvale, CA

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Proofpoint is looking for a self-starting, responsible, mature, highly motivated Channel Account Manager in the West to recruit and manage partners for Proofpoint’s newest product line, Proofpoint Essentials. This position will be based in California. This role will demand interaction with executives and sales personnel at existing and prospective value added resellers, managed service providers, and systems integrators. Responsibilities include the ability to establish partner relationships at the executive level, conducting sales and sales training presentations, driving marketing projects, and assisting with sales qualification and closing when needed. This role requires strong cross functional leadership and excellent communications skills to drive consensus across multiple groups both at Proofpoint and at our partner organizations. The successful candidate will possess a strong business acumen, ability to drive pipeline through resellers, and knowledge and experience with MSPs and/or SMB security channels.

Responsibilities include:

Define and deploy plans to deepen interaction with existing channel partners

Develop and execute strategy to recruit new channel partners to support channel growth

Represent Proofpoint in negotiating terms with potential partners

Share and educate Proofpoint value propositions and solutions to resellers and other partners

Drive distributors to recruit and enable resellers

Plan, coordinate, and deliver in-person and web-based solution overviews and product demos

Work closely with Proofpoint’s Channel Marketing organization to set channel partner targets, increase pipeline, and review progress

Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace

Meet or exceed channel bookings revenue quota


Channel Sales experience managing resellers of security solutions in the MSP or SMB space

Must have strong written and verbal communication skills and be able to clearly and effectively articulate Proofpoint’s value

Must be organized, detail and process oriented

Must be a self-starter with the ability to work independently or in a team environment

Ability to manage multiple tasks and use good judgment in resolving difficult issues

Ability to coordinate Proofpoint resources to execute a complex sales strategy

Working knowledge of, Microsoft Office and web conferencing tools

Ability to use CRM and other on-line tools effectively

BA/BS or equivalent preferred

5+ years successful channel sales experience in related field

Existing relationships within similar markets is preferred

Position requires travel in 2 or more weeks of each month

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