Inside Channel Account Manager III

Summary

The Inside Channel Account Manager III independently drives business growth through ESET’s channel partners and distributors by developing user accounts and identifying cross-sell and upsell opportunities. Builds and manages a qualified partner pipeline within an assigned territory, collaborating closely with Channel Account Managers, Strategic Inside Channel Account Managers and Sales Engineers.

Job description

ESSENTIAL RESPONSIBILITIES AND DUTIES

• Manage and grow a portfolio of existing end-user customer accounts through ESET's channel partner ecosystem, driving customer retention, expansion, and upsell opportunities with a focus on MDR and the broader ESET security portfolio.
• Develop trusted relationships with customer decision-makers to understand business priorities, identify growth opportunities, and position ESET solutions that address evolving security needs.
• Own the customer lifecycle by creating account growth plans, maintaining a healthy sales pipeline, and delivering accurate revenue forecasts.
• Collaborate with channel partners and distributors to develop joint account strategies, execute sales opportunities, and deliver a seamless customer experience.
• Conduct regular business reviews with customers and partners to identify expansion opportunities, strengthen relationships, and drive long-term account growth.
• Identify, qualify, and advance sales opportunities while coordinating internal resources, including Sales Engineering, Marketing, Customer Success, and Distribution, to support successful outcomes.
• Enable partners with the knowledge, tools, and resources needed to effectively support shared customer accounts and position ESET solutions.
• Maintain a strong understanding of ESET's product portfolio, cybersecurity trends, and competitive landscape to effectively articulate value and overcome competitive challenges.
• Maintain accurate customer, partner, opportunity, and forecasting data within the CRM system.
• Support partners with deal registration, quoting, and order management to facilitate successful sales execution.
• Achieve monthly, quarterly, and annual revenue, retention, and KPI targets.
• Perform other duties as assigned.

REQUIREMENTS

Education

• Bachelor's degree in Business, Marketing, Sales, Information Technology, or a related field preferred.
• Equivalent combination of education and relevant sales experience will be considered.
• WORK EXPERIENCE
• 6+ years of experience in account management, channel sales, or business development within the cybersecurity, software, or technology industry.
• Proven success managing and growing existing customer accounts while working through channel partners, distributors, and resellers.
• Demonstrated ability to build trusted customer relationships, identify expansion opportunities, and consistently exceed revenue targets.
• Experience developing account plans, managing complex sales cycles, and accurately forecasting revenue.
• KEY TECHNICAL SKILLS AND KNOWLEDGE:
• Solid understanding of sales process, account management and channel sales models
• Knowledge of cybersecurity, software, SaaS, or IT solutions preferred.
• Strong relationship-building, communication, and stakeholder management skills.
• Ability to identify cross-sell and upsell across customer accounts and develop partner growth strategies.
• Proficiency with CRM systems (e.g., Salesforce) and pipeline management best practices.
• Strong organizational skills with the ability to prioritize multiple initiatives and manage competing deadlines.
• Analytical mindset with the ability to interpret sales data, identify trends, and drive business outcomes.
• Self-motivated and able to work independently while collaborating effectively within a team environment.

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• Strong understanding of indirect sales models and the ability to influence and collaborate with partners to achieve customer success.
• Experience working cross-functionally with Sales, Sales Engineering, Marketing, Customer Success, and Distribution teams.

OTE for this role is $90K-$100K

Experience

• Years of work experience: 6

Benefits

Health & well-being

• Cigna Medical Plan
• Cigna Dental Plan
• EyeMed Vision Plan
• Reliance Standard Life Insurance
• Reliance Standard Long Term Disability Plan
• HealthJoy Employee Assistance Program
• Cigna Supplemental Insurance
• Lifestyle Spending Account
• Bi-Weekly Mediation Series
• On-site Gym and shower facilities

Family

• Volunteer Day off
• Paid Time off
• Tuition Reimbursement
• Birthing Parent Match
• Pet Insurance

Office

• Recreational Zone
• Coffee & Snacks
• Parking Benefit

Other

• Benefit Hub - Discounts on travel, cars, electronics, etc…
• 401(k) retirement savings
• ESET's Charitable Contributions Program
• Referral Program

Primary location

San Diego

• Additional locations
• Time type
• Full time