Inside Channel Account Manager (MSP Focus)

Summary
The Inside Channel Account Manager (MSP Focused) 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
FUNCTIONAL RESPONSIBILITIES AND DUTIES
Develop and execute a channel strategy focused on growing the MSP business, including recruiting, enabling, and scaling strategic MSP partnerships to drive revenue and market expansion.
Build strong relationships with MSP partners and their sales organizations, creating joint go-to-market strategies, pipeline development plans, and programs that increase partner-sourced and partner-influenced business.
Own MSP partner performance and growth, including forecasting, business planning, enablement, and ongoing optimization of channel programs and incentives.
Conduct regular business reviews with customers and partners to identify expansion opportunities, strengthen relationships, and drive long-term account growth.
Collaborate cross-functionally with Sales, Marketing, Product, and Operations to deliver compelling solutions and resources that help MSP partners win and retain customers.
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.
Salary range for this position is up to $100K OTE depending on experience.
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.
Experience
4-6 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.
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.
Knowledge:
Excellent verbal and written communication skills.
Strong interpersonal and relationship-building abilities.
Self-motivated with a desire to learn and grow in a sales career.
Comfortable making outbound calls and engaging with prospective customers.
Strong organizational and time management skills.
Ability to work independently and as part of a team.
Basic proficiency with Microsoft Office; experience with a CRM (such as Salesforce or HubSpot) is a plus.
Willingness to receive coaching and adapt to feedback.
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