A10 Networks is a provider of intelligent and automated cybersecurity solutions, providing a portfolio of high-performance secure application solutions that enable intelligent automation with machine learning to ensure business critical applications are protected, reliable and always available. Founded in 2004, A10 Networks is based in San Jose, Calif., and serves customers in more than 80 countries with offices worldwide. We are looking for a motivated, intelligent, creative, and hardworking individual to be part of our growing team.
Job Summary
The Channel Account Manager will be responsible for managing and growing relationships with channel partners supporting Regional Sales Manages (RSM to drive revenue, expand market reach, and ensure mutual business success. This role requires a strategic thinker with excellent communication, relationship-building, and problem-solving skills, coupled with a deep understanding of channel sales strategies and partner ecosystems. A key focus will be working with Channel Partners as part of the Customer Success Programme to support Technical Re-Fresh projects within the customer install base.
Key Responsibilities
Channel Partner Management:
- Supporting the RSM in developing and maintaining strong relationships with channel partners, including resellers & distributors.
- Act as the primary point of contact for assigned channel partners.
- Review install base lists with partner on a regular basis maximise technical re-fresh activity.
Strategic Planning and Execution:
- Collaborate with partners to create joint business plans, set sales targets, and identify RSM direct customer growth opportunity customer meetings
- Monitor partner performance, ensuring alignment with agreed-upon goals and strategies.
- Drive From Channel and Deal Registered revenue.
Channel Sales Enablement:
- Provide partners with the tools, resources, and training needed to successfully market and sell products or services and arrange RSM customer meetings
- Conduct regular business reviews to track progress, identify challenges, and implement solutions.
Revenue Generation:
- Drive sales growth through the channel by implementing marketing and promotional strategies and support Regional Sales Managers in developing Net New Customer meetings
- Negotiate contracts and agreements with partners to ensure mutually beneficial outcomes.
Market and Competitive Analysis:
- Stay updated on market trends, customer needs, and competitor activities to inform channel strategy.
- Provide feedback to internal teams on product and service improvements based on partner input.
- Work closely with Field Marketing Teams to develop strategies for Market Development Funds (MDF) and Co-op Development Funds (CDF) budget allocation, focusing on driving In-Flow and achieving measurable results.Cross-Functional Collaboration.
- Act as an advocate for channel partners within the organisation
