Channel Account Manager - Northeast

Channel Account Manager - Northeast US and Eastern Canada

Towards the end of our interview process is an in-person interview.

Do you want to help make the world safe from cyber attacks?

At Corelight, we believe that the best approach to cybersecurity risk starts with the network.  Attackers can evade endpoint detection, firewalls and many other technologies - but they can’t avoid leaving digital footprints on the networks they traverse.  Built on open-source innovations from Zeek, Suricata and YARA and refined through years of real-world use, Corelight transforms network footprints from physical, virtual and cloud networks into actionable insights. Our customers use these insights to speed incident response and proactively hunt for threats.  

We are currently seeking a Channel Account Manager to support our Northeast US and Eastern Canadian Region with the mission of growing our Enterprise and Strategic partner sales. In this position, you will drive partner recruitment, enablement, account mapping, business development, pipeline generation, and sales execution by leveraging an ecosystem of partners including resellers, technical alliances, distributors, systems integrators, and service providers. This Channel Account Manager will work closely with the Global VP of Channel & Alliance Sales, the NAM Director of Channel Sales, the East VP of Sales, and the East Channel SE. 

Corelight is 100% committed to growth through partners. This is a fantastic opportunity to work at a company that fully supports channel engagement in the field. 

The Channel Manager's responsibilities are to:

• Build and maintain mindshare by generating enthusiasm and passion for Corelight's solutions throughout the partner ecosystem.
• Create, maintain, and execute a regional partner strategy and go-to-market plans, in close coordination with regional sales, marketing, and technical resources.
• Focus and report on leading indicators like deal registration, pipeline creation, and closed sales within assigned coverage area.
• Collaborate with regional Channel SE to customize sales and technical enablement plans with key partners, as well as drive on-demand training and certification.
• Educate partner executives and LOB owners on Corelight, and deeply understand their business to identify new routes to market through differentiated services and programs.
• Work with regional sales teams to identify top prospects and connect them with the right partners to build a measurable channel-sourced pipeline and accelerate sales cycles.
• Align Corelight Field Leadership with key partner regional leaders.
• Proactively engage with current resellers, alliance partners, and service providers to increase market share and drive incremental revenue through up-selling, cross-selling, influence, and account penetration.
• Meet with partners regularly, participate in joint sales calls, and assist the partners in closing opportunities.
• Increase brand awareness and demand within the partner community through targeted GTM initiatives, co-sell campaigns, and industry events.
• Collaborate with Corelight channel and sales leadership to identify, target and recruit strategic partners who will fill gaps in market coverage.
• Coordinate Market Development Funds (MDF) to execute channel marketing activities.
• Present during Quarterly Business Reviews and demonstrate a comprehensive understanding of performance in assigned territory.

Minimum Qualifications: 

• BA/BS technical degree or equivalent.
• 7+ years experience working in a Channel Account Manager Role. 
• Prior experience working as a Channel Account Manager for a security or network infrastructure vendor (i.e. Vendors who might have offered: SIEM, EDR, IPS, IDS, Firewalls, SSL/IPSec VPNs, Security Proxies and Caches, route, switch, and telco infrastructure)
• Ability to travel in region 50-70% of the time

Preferred qualifications:

• Channel methodology: Ability to apply a channel methodology that you have successfully implemented in the past
• Network: Know the right partners for Corelight and be able to leverage existing relationships to accelerate access and meaningful engagement 
• Presentation skills: Ability to tell the Corelight story in a confident and engaging way when presenting both in-person and virtually
• Follow-through: Strong follow-through with partners to turn account mapping calls, meetings, marketing programs, and enablement sessions into pipeline.
• Conflict resolution: Successfully manage conflict resolution between partners, reps, and customers when needed
• Organization skills: Being quick to respond to inquiries in a timely manner, not letting tasks fall through the cracks, prioritizing internal and external demands
• Grit: Ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
• Interdepartmental Collaboration: Understanding of how to leverage and work productively with other departments including Engineering, Marketing, Inside Sales, Legal, and Customer Success.
• Tools: Proficiency with Salesforce, Clari, G suite, Zoom
• Partner ecosystem: Experience working with a spectrum of partners such as  Resellers, Distribution, Technical Alliances, Systems Integrators, and Service Providers
• Location: Preferably based in New York Metro or Boston Metro

Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight, Corelight is the fastest growing network detection and response platform in the industry.  Our customers trust us to protect mission-critical assets in leading enterprises, government, and research institutions worldwide.   We are leading the way with AI-assisted workflows, machine learning models, cloud security and SaaS-based solutions to arm defenders with the tools and knowledge they need to disrupt cyber attacks.    Our team of passionate innovators are dedicated to solving some of the toughest challenges in cybersecurity, while fostering a collaborative, inclusive, and growth-oriented culture. Corelight is committed to a geographically distributed yet connected employee base with employees working from home and office locations around the world.  At Corelight, we take pride in the diversity of our backgrounds and perspectives, and we are committed to fostering an inclusive environment that strengthens our company. By embracing a wide range of experiences, backgrounds, neurodiversity, talents, and approaches to problem-solving, we aim to create a workplace where everyone can thrive and contribute their best.