Senior Channel Account Manager, SLED

Lookout is an integrated endpoint-to-cloud security company. Our mission is to secure and empower our digital future in a privacy-focused world where mobility and cloud are essential to all we do for work and play. We enable consumers and employees to protect their data, and to securely stay connected without violating their privacy and trust. Lookout is trusted by millions of consumers, the largest enterprises and government agencies, and partners such as AT&T, Verizon, Vodafone, Microsoft, Google, and Apple. Headquartered in San Francisco, Lookout has offices in Amsterdam, Boston, London, Sydney, Tokyo, Toronto and Washington, D.C.

We're looking for a high-energy, creative, detail-oriented and passionate person to join the Americas Channel Sales organization at Lookout. Reporting to the Director, Americas Channel Sales, you will be responsible for the overall SLED Channel Go-to-Market Strategy for the Americas Region. Key elements of this position include establishing and managing deep relationships with several strategic channel partners, including distributors, systems integrators, and value added resellers. Successful candidates will be results-oriented, self-directed and have a strategic orientation balanced with a strong ability to contribute directly to the businesses we build with our channel partners. You will leverage existing relationships and form new ones with resellers selling into the SLED market throughout the region. We are looking for an experienced sales leader with a successful track record of growing channel business in the following areas (State & Government, K-12 & Higher Education, and University Healthcare). You will be tasked with building true partnerships within our partner ecosystem.

Responsibilities:

• Own and execute the overall SLED Channel Go-to-Market Strategy for the Americas market
• Work closely with the SLED sales team, Executive Management, and key resellers, distributors, and system integrators to drive incremental revenue for both MES and SSE opportunities in SLED accounts
• Train and enable partners from both a sales and technical perspective, to help further develop their skills to position and support the Lookout product portfolio
• Create deep ongoing relationships at multiple levels within the reseller organizations
• Coordinate all channel marketing activities related to SLED, across Lookout as they relate to these partners, including brand awareness, demand generation, account mappings, and partner and customer engagement
• Drive Deal Registrations and Teaming Plans within the SLED partner base for key target accounts
• Implement and manage channel programs at each of these partners to ensure the appropriate amount of focus on our products and services
• Leverage the provided sales tools to manage relationships, track activities and drive incremental business

Requirements:

• Extensive channel experience in the SLED space, with strong ties with both existing and target partner accounts
• Proven track record of year over year over performance vs. quota
• Minimum of 6+ years of channel management experience - with the VARs, Carriers, System Integrators, and Distributors, targeting the SLED market
• Management experience is a plus
• Ability to develop and grow deep and productive partner relationships
• Excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages
• The ability to support the creation of compelling business cases around opportunities
• Demonstrated ability to develop effective programs, optimize efforts and communicate results
• Strong interpersonal skills with a demonstrated ability to influence and drive decisions
• Flawless organizational and follow up skills
• Excellent analytical skills