Channel Account Manager - Midmarket & SLED

Radware

6d•$200,000 - $250,000

About The Position

Radware (RDWR) is looking for a Channel Sales Manager – Midmarket and SLED to fuel a significant expansion and focus into these two high-growth areas. If you are an energetic, upstart sales professional looking to own and drive your line of business, this Channel Sales Manager – MM/SLED position could be the position for you. A Channel Sales Manager plays a critical role in driving significant sales opportunity and pipeline growth for our field sales teams through partnerships and ensuring that these partners are effectively armed to represent Radware’s brand and products.

Requirements

5+ years’ experience in the field of IT cybersecurity with channel partners, distributors and consultants with a proven track record of success
Relevant experience in the SLED, mid-market and distribution space
Experience with applications to State and National non-federal contract vehicles
Strong organizational skills and highly skilled at identifying, onboarding, training and successfully activating channel partners
Strong communication, presentation and networking skills
Ability to quickly grasp and articulate Radware’s products and services from a high-level, non-technical standpoint focusing on our value differentiators to partners and customers
Comfort level and skill creating ad hoc presentations, trainings and one-off co-marketing messaging
Optimally be located in the Mid-Atlantic within 1-2 hours of Northern Virginia
Travel: 60-70%25 (3-4 days a week in the field at partners, conferences and events). Home office for remainder.

Responsibilities

Specifically, to support a new strategic partnership with a very large SLED focused distributor based in the DC/VA region, and covering the entire US. This will include training, enablement (with SE support) and managing responses to applications for State Contract vehicles.
Directly enable, train, and support new (to Radware) VAR resellers across the US that will bring business through this new distribution partnership.
Team with senior Channel Account managers, ISR’s (inside sales) and channel marketing to drive outbound leadgen, events, campaigns in existing VAR partner reseller teams focused at the midmarket and SLED segments.
Work on a daily basis and in close partnership with mid-market and SLED sales reps to facilitate pipeline and sales growth, providing regular KPI tracking updates to sales and channel management. Where shortfalls are identified, create strong action plans for improvement.
Provide and arrange onboarding training and ongoing support (remote and in-person) to ensure partners have the knowledge and access to resources needed in Radware’s Partner Portal to effectively sell Radware both on a sales and a technical level.
Maintain strong personal relationships with distributor and partner executives and sellers, visiting them regularly in person, and serve as a point of contact for any issues or concerns they may arise.
Establish a high profile for Radware at local and national events and trade shows relevant to mid-market (under $1B revenue) and SLED (State and local government/education except Federal) partners.

Benefits

Medical Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Life and AD&D Insurance
Short Term & Long Term Disability Insurance
401k Retirement Plan – With company match
Flexible Time Off Policy
Wellhub – access to a wide network of gyms, fitness studios, wellness apps, and virtual classes
Employee Assistance Program
Radware’s Benefit Hub
Commuter Benefits
Diversity & Inclusion
Learning & Development
Recognition & Growth
Work Life Balance
Well-Being & Support
Community & Engagement