Inside Channel Account Manager -MSP Focus

Summary

Drive business through ESET’s channel partners and distributors with support from senior colleagues/manager. Focus on partnership, profiling and cross sell/upsell. This includes building and managing a qualified pipeline of channel partners within a defined geographic territory/ accounts split. Working with external Channel Account Managers and SE.

FUNCTIONAL RESPONSIBILITIES AND DUTIES

• Engage with your partners virtually (phone and video-call), driving activities and acquisition by supporting their day to day operational requirements.
• Build a collaborative business relationship with your Partner accounts and their customers. Understand and get to know the key decision makers within each organization to positively influence as required.
• Primarily deal with volume partners.
• Perform profiling of partners, base on manual and with guidance, on daily bases with aim to identify partners with potential and pass them to CAMs
• Create the pipeline with your accounts with focus on existing business and upsell with guidance from senior team members.
• Be able to accurately forecast revenue on a weekly and monthly basis. Keep up with ESET's product range (sales and basic technical level) and respond to queries and outline the benefits when necessary to your Channel Partners. Counter any competitive claims.
• Keep reseller and customer company information and all activities up-to-date in CRM system.
• Assist resellers in operation tasks to process Deal registration and Orders. Achieve monthly and annual revenue and KPIs targets.
• Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

REQUIREMENTS Education

• Bachelor's degree in Business, Marketing, Communications, or a related field preferred, but not required.

Experience

• 4+ years of experience in sales, customer service, retail, hospitality, or another customer-facing role.
• Experience working with Managed Service Providers (MSPs) and a strong understanding of the MSP business model, partner ecosystem, and sales motions is required for this role.
• Previous experience in inside sales, lead generation, or business development is a plus, but not required.
• Internship experience or relevant coursework may be considered in place of professional sales experience.

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.

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

Boston

Additional locations

Time type

Full time