Principal Channel Account Manager

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market?  Look no further than Veracode! 

Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.

Learn more at www.veracode.com, on the Veracode blog, and on LinkedIn and Twitter. 

As a Principal Channel Account Manager, you will play a pivotal role in driving channel partner relationships and sales within your assigned region. You will be responsible for developing and executing strategies to maximize partner engagement, revenue growth, and market penetration. This role requires a deep understanding of cybersecurity solutions, strong relationship-building skills, and the ability to navigate complex channel dynamics.

• → Channel Partner Management: Develop and maintain strong relationships with existing and potential channel partners within your assigned region; Collaborate with partners to understand their business needs and align them with our cybersecurity solutions; Drive partner engagement through regular communication, training programs, and joint marketing activities.
• →Sales Strategy and Execution: Work closely with channel partners to develop sales plans and strategies to meet revenue targets; Provide sales enablement support, including training, collateral, and product information; Track partner performance metrics, pipeline, and sales forecasts to ensure achievement of quarterly and annual sales goals.
• →Market and Competitive Insights: Monitor market trends, competitor activities, and customer feedback to identify new opportunities and challenges; Utilize market insights to develop effective strategies for channel growth and competitive positioning.
• →Cross-Functional Collaboration: Collaborate with internal teams such as marketing, product management, and sales to support channel initiatives; Advocate for channel partners internally, ensuring their needs are addressed and their feedback is incorporated into company strategies.
• →Clear concise self-management and reporting: The ability to provide clear timely feedback and management reports on progress, obstacles and opportunities to accurately forecast new business; report business partner status and sales opportunities to management team, keeping accurate and up-to-date records in salesforce.com

• 8+ years of successful channel sales or partner management, channel & business development experience at enterprise software application organizations
• Successful track record selling products and services to C-level and senior management level customers
• Proven track record in over-achieving quarterly and annual quota
• History selling security solutions highly preferred - knowledge of application security industry strongly preferred
• Ability to travel (50-60%)

At Veracode, we prioritize a secure recruitment process. Unfortunately, fake recruitment and job offer scams are on the rise. They aim to deceive candidates through emails and calls to obtain sensitive information.

Here’s our recruitment promise to you:

• Comprehensive Interview Process: We never extend job offers without a comprehensive interview process involving our recruitment team and hiring managers.
• Offer Communications: Our job offers are not sent solely through email, and we will never ask you to pay for your own hardware.
• Email Verification: Recruiting emails from Veracode will always originate from an “@veracode.com" email address.

If you have any doubts about the authenticity of an email, letter, or telephone communication claiming to be from Veracode, please reach out to us at careers@veracode.com before taking any further action.