Channel Account Manager

Responsibilities
- Supporting the RSM in developing and maintaining strong relationships with channel partners, including resellers & distributors
- Act as the primary point of contact and A10 Champion for assigned channel partners, whilst working hand in hand with RSM to drive company strategic objectives and sales
- Review install base lists with partner on a regular basis maximize technical re-fresh activity
- Develop & Execute Partner and Distribution business plans in line with the key A10 Networks channel strategy.
- Next Generation Partner/ Partner Eco-System - Quality not Quantity
- Customer Success / Maximise the opportunity around A10 Install Base
- Lead the Way / Channel Skills used in Nurturing Organic Leads
- Deal Registration
- Strategic Planning and Execution:_
- Collaborate with partners to create joint business plans, set sales targets, and identify RSM direct customer growth opportunity customer meetings
- Monitor partner performance, ensuring alignment with agreed-upon goals and strategies
- Drive “From Channel” and “Deal Registered” revenue in line with company objectives and strategies
- Channel Sales Enablement:_
- Provide partners with the tools, resources, and training needed to successfully market and sell products or services and arrange RSM customer meetings
- Conduct regular business reviews to track progress, identify challenges, and implement solutions
- Revenue Generation:_
- Drive sales growth through the channel by implementing marketing and promotional strategies and support Regional Sales Managers in developing Net New Customer meetings
- Negotiate contracts and agreements with partners to ensure mutually beneficial outcomes
- Market and Competitive Analysis:_
- Stay updated on market trends, customer needs, and competitor activities to inform channel strategy
- Provide feedback to internal teams on product and service improvements based on partner input
- Work closely with Field Marketing Teams to develop strategies for Market Development Funds (MDF) and Co-op Development Funds (CDF) budget allocation, focusing on driving In-Flow and achieving measurable results. Cross-Functional Collaboration

Key Success Factors
- Achievement of Quota
- New resellers recruited-channel partner coverage model
- Revenue growth of existing resellers
- Business results from MDF activities
- Partner Engagement, Loyalty and Experience with A10

Skills and experienced required
- 5+ years of experience in managing partners in assigned territory
- Experience in networking, related domains of security and infrastructure
- Outstanding Presentation, Written and Verbal Communication Skills
- Strong technical knowledge with a broad range of security and networking technologies
- Must have both the sales skills and technical knowledge to make presentations and lead customer discussions to advance the sales process
- Ability to develop relationships and work extensively at all levels in partner organizations
- Provide accurate forecasting to reporting manager regularly
- Ability to self-motivate and multi-task and work independently or within a team success factors
- Work well within a matrix management structure
- Direct interaction with the Customers, Partners, Marketing, Peers and A10’s corporate team
- Consistent record of achievement
- Possess great integrity
- Transparent - experience in discussing and presenting plans/actuals and activities to all levels of management
- Proven ability to operate across all functions of a company; engineering, sales, marketing, finance and operations
- Travel as required