Channel Account Manager

About Forescout Technologies

Forescout Technologies Inc. is a leader in cybersecurity dedicated to providing automated protection across modern organizations’ digital environments, covering IT, IoT, OT, and IoMT assets. Their solutions help maintain continuous alignment between clients' security frameworks and their digital assets, addressing the evolving cyber risk landscape.

Role Overview

As a Channel Account Manager based in Saudi Arabia, you will lead and grow relationships with channel partners within your area, focusing on expanding pipeline and revenue through partner-driven sales. This position requires a blend of business development, partner management, and sales execution skills, with a focus on strategic collaboration and partner enablement.

Key Responsibilities

• Develop and maintain strong relationships with assigned channel partners to position Forescout as their preferred cybersecurity provider.
• Drive pipeline expansion and revenue through partner-led opportunities.
• Meet and surpass quarterly and yearly revenue goals by collaborating on joint go-to-market strategies with partners.
• Coordinate closely with regional sales teams to ensure smooth cooperation between partners and direct Forescout sales efforts.
• Manage deal registrations and enforce a structured partner sales process.
• Recruit promising channel partners aligned with company strategy.
• Ensure partners receive proper training, certification, and support to sell and support Forescout solutions effectively.
• Create customized enablement plans and conduct regular business and account planning sessions with key partners.
• Prioritize engagement with high-value Focus Partners to maximize channel revenue.
• Facilitate executive-level interactions between partners and Forescout leadership.
• Build strong multi-level relationships within partner organizations, including sales, technical, marketing, and executive teams.
• Collaborate on marketing campaigns, demand generation initiatives, and promote partner use of Forescout's marketing resources.
• Support regional marketing events and partner-driven demand generation activities.
• Work with distributors and MSPs to enhance channel support and growth opportunities.
• Monitor and report key performance indicators such as channel-generated pipeline and revenue, deal registrations, partner engagement and certification levels, and hold partners accountable for growth.

Candidate Profile

• Experience in channel sales and partner management, preferably within cybersecurity or IT industries.
• Proven success in increasing pipeline and revenue through partner channels.
• Strong capability in establishing and managing strategic relationships across all partner levels.
• Familiarity with partner recruitment, enablement programs, and joint business planning.
• Understanding of distribution and MSP partner models within channel ecosystems.
• Excellent business acumen with strategic thinking and problem-solving abilities.
• Willingness and ability to travel frequently in the assigned region.
• Outstanding communication, presentation, and negotiation skills.
• Highly self-driven, energetic, and motivated to achieve results.

Performance Success Indicators

• Growth in pipeline and revenue generated from channel partners.
• Higher deal registration and partner-led opportunities.
• Strong engagement with key partners, focusing on high-yield relationships.
• Expansion of business with Focus Partners and reduction in inactive partnerships.
• Improvement in partner certification rates and effective enablement.

Company Culture & Values

• One Team: Collaboration and collective success.
• Cyber Obsessed: Passionate innovation and problem-solving.
• Customer Driven: Commitment to listening and delivering value.
• Relentless: Determination to overcome challenges and figure out solutions.
• Collaborative without Ego: Humility and teamwork.

Diversity & Inclusion

Forescout is dedicated to nurturing a diverse, equitable, and inclusive work environment where all employees are valued and empowered, fostering creativity, innovation, and fairness regardless of personal characteristics protected by law.

Additional Information

Employment agencies should note that Forescout does not accept unsolicited resumes without a signed agreement. Forescout is an equal opportunity employer committed to diversity and inclusion.