About this role
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