Sr. Channel Account Manager
Websense - Reading

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Websense, Inc. is a global leader in protecting organizations from the latest cyber attacks and data theft. Websense TRITON comprehensive security solutions unify web security, email security, mobile security and data loss prevention (DLP) at the lowest total cost of ownership. Tens of thousands of enterprises rely on Websense TRITON security intelligence to stop advanced persistent threats, targeted attacks and evolving malware. Websense prevents data breaches, intellectual property theft and enforces security compliance and best practices. A global network of channel partners distributes scalable, unified appliance- and cloud-based Websense TRITON solutions.

Websense TRITON stops more threats, visit to see proof. To access the latest Websense security insights and connect through social media, please visit . For more information, visit and

Job Summary

The Channel Account Manager proactively manages the relationships with reseller partners. This includes providing assistance and support in the closure of revenue opportunities over phone, email and through face to face meetings, training the reseller community on our products and equipping the resellers with the tools and knowledge they need in order to leverage Websense to the fullest advantage. The Channel Account Manager is responsible for meeting or exceeding monthly, quarterly and yearly sales goals for a designated region. The Channel Account Manager is also responsible for promoting their accounts to the Websense sales floor and encouraging peer to peer relationships.

Essential Functions

Finds, indentifies and closes new business

Leverages partners to develop and manage territory

Provides and/or coordinates appropriate resources for partner generation and management of leads

Assists partners with questions and develop relationship with territory partners as a “trusted advisor” to identify new opportunities

Manages product demonstrations to prospects and partners to develop sales cycle

Conducts daily prospecting with outbound calls to build pipeline

Manages contact database

Provides weekly, monthly, and quarterly forecasts

Owns and creates Business Plans with Reseller Partners

Presents quarterly business reviews

Learns and maintains in-depth knowledge of Websense products and technologies, competitive products and industry trends.

Performs other duties and projects as assigned

Education and Experience

Extensive B2B channel sales experience

Experience of motivating, training and driving the channel

Previous experience of working in a high tech software company

Experience of selling both over the phone and face to face

Knowledge of sales of software or computer related products with emphasis on web infrastructure security and content control

Computer literate (Excel & Powerpoint) and used to working with a CRM system, ideally

Applied knowledge of sales methodologies such as TAS or SPIN

Experience of working with a two tier distribution environment is highly desirable

Soft Skills

Strong prospecting, phone and communication skills are essential

Good time management and organizational skills

Ability to close business while achieving a high level of customer and partner satisfaction

A structured and methodical way of working

If you are looking for a new opportunity with a true market leader there are few better than this. The salary and benefits package is impressive. This is a company that truly believes in rewarding their staff and offers a defined career path for all their employees. If you have the relevant experience and are seeking a new challenge, we would certainly like to hear from you.