Channel Account Manager (GSI/MSSP)

```html

📌 Core Information

🔹 Job Title: Channel Account Manager (GSI/MSSP)

🔹 Company: Nozomi Networks

🔹 Location: United States

🔹 Job Type: Remote

🔹 Category: 💼 Account Management

🔹 Date Posted: Tue Apr 01 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Driving growth for Nozomi Networks' MSSP and GSI partner business.
• Collaborating with Sales and Executive teams to implement strategies.
• Recruiting, developing, and managing MSSP/GSI partners.
• Working in a fast-paced, entrepreneurial environment.

ASSUMPTION: The role focuses on expanding the partner ecosystem to drive global sales goals and requires a strategic leader experienced in partner management.

📋 Key Responsibilities

✅ Expand the GSI business and take the MSSP program to the next level.

✅ Recruit targeted MSSP partners and manage the partner program.

✅ Enable and manage partner ecosystems and drive sales targets.

✅ Develop and present partner metrics and adjust strategies as needed.

✅ Engage in industry events and integrate feedback into strategic planning.

✅ Provide strategic input into overall company strategy and roadmaps.

✅ Collaborate with Marketing on campaigns and promotions.

ASSUMPTION: The listed responsibilities indicate a highly dynamic position with an emphasis on strategic influence and operational leadership within the partner sales sector.

🎯 Required Qualifications

Education: Bachelor’s degree or equivalent experience; MBA is a plus.

Experience: Over 5 years in MSSP/GSI partner sales, preferably in SaaS or cybersecurity roles.

Required Skills:

• Proficiency in partner sales and relationship management.
• Strong presentation and communication skills.
• Capacity for strategic thinking and data-driven decision-making.

Preferred Skills:

• Experience in OT or IoT security sector.
• Multilingual abilities in Spanish, French, or Italian.

ASSUMPTION: The qualifications are aimed at acquiring a candidate who can immediately contribute to growth and strategic initiatives, leveraging their thorough understanding of channel sales dynamics.

💰 Compensation & Benefits

Salary Range: $124,460 to $142,590, based on experience and qualifications.

Benefits:

• Comprehensive medical, dental, and vision insurance.
• Participation in equity programs and/or bonus programs.
• Enrollment in 401(k) with employer matching, flexible time off, and parental leave.

Working Hours: 40 hours per week with flexibility for remote working and travel.

ASSUMPTION: Compensation is competitive within the industry, accounting for standard benefits and potential bonuses reflective of a high-performance environment.

📌 Applicant Insights

🔍 Company Context

Industry: Computer and Network Security with a focus on OT and IoT cybersecurity.

Company Size: 201-500 employees, indicating a medium-sized, agile company environment.

Founded: Not Specified

Company Description:

• Leading provider of cybersecurity solutions for critical infrastructure.
• Combines advanced network visibility and AI-driven threat detection.
• Commits to ensuring operational resilience and minimizing risks.

Company Specialties:

• Cybersecurity and OT Security
• Digital Transformation and Threat Detection
• Scalable Security Platforms and IoT Network Security

Company Website: https://www.nozominetworks.com

ASSUMPTION: Nozomi Networks operates in a high-demand sector with significant growth opportunities due to increasing global emphasis on critical infrastructure security.

📊 Role Analysis

Career Level: Mid to Senior level with significant leadership responsibilities.

Reporting Structure: Reports to the Head of WW Partner Sales.

Work Arrangement: Primarily remote, with extensive travel in North America and occasional international trips.

Growth Opportunities:

• Potential to influence global sales strategies.
• Opportunities for advancement in a growing company.
• Engagement with diverse and international teams.

ASSUMPTION: As the company scales, the role provides substantial scope for personal and professional development, especially in emerging markets.

🌍 Location & Work Environment

Office Type: Remote first with opportunities to visit international offices.

Office Location(s): Multiple locations across the globe, illustrating a diverse, international presence.

Geographic Context:

• Headquarters in San Francisco, CA, indicating a tech-centric work culture.
• Multiple regional offices providing a global reach.
• Remote work offers flexibility and diverse work settings.

Work Schedule: Standard 40-hour workweek, accommodating travel and remote management duties.

ASSUMPTION: The geographic diversity allows for a broad cultural perspective and involvement in international market dynamics.

💼 Interview & Application Insights

Typical Process:

• Initial application review and screening.
• Virtual interviews conducted by HR and team leaders.
• In-depth technical and strategic assessment interviews.

Key Assessment Areas:

• Ability to manage complex partner ecosystems.
• Understanding of cybersecurity trends and market needs.
• Competency in strategic planning and execution.

Application Tips:

• Highlight relevant cybersecurity and sales experiences.
• Demonstrate strategic thinking and leadership capabilities.
• Prepare to discuss how you can enhance partner relationships.

ATS Keywords: MSSP, GSI, Cybersecurity, Sales Strategy, SaaS, IoT Security

ASSUMPTION: The interview process is rigorous, targeting candidates with both the strategic vision and practical skills needed to manage broad, impactful initiatives.

🛠️ Tools & Technologies

• Salesforce CRM
• Clari for revenue operations
• Excel and other business intelligence tools

ASSUMPTION: Proficiency in these tools is crucial for monitoring performance metrics and driving insights through data analysis, emphasizing a data-driven approach in partner management.

👔 Cultural Fit Considerations

Company Values:

• Integrity and Customer Success
• Innovation and Continuous Improvement
• Diversity and Inclusion

Work Style:

• Collaborative and team-oriented.
• Goal-focused with a flexible approach to problem-solving.
• Proactive and entrepreneurial mindset.

Self-Assessment Questions:

• How do you manage complex partner relationships?
• What strategies do you use to adapt sales approaches?
• How have you contributed to a company’s growth in the past?

ASSUMPTION: The cultural priorities highlight the need for adaptability and a strong customer-oriented mentality in navigating technological challenges and team dynamics.

⚠️ Potential Challenges

• Navigating rapid technological changes in the cybersecurity landscape.
• Managing partner expectations across diverse international markets.
• Balancing strategic focus with hands-on operational management.
• Continuous learning to stay ahead in a fast-paced industry.

ASSUMPTION: The dynamic nature of cybersecurity demands resilience and the ability to manage complexity effectively, reflecting the role’s challenging yet rewarding aspect.

📈 Similar Roles Comparison

• Display stronger focus on strategic partner management compared to direct sales roles.
• Greater emphasis on relationship building and network expansion than in traditional account management.
• Leveraging cross-functional collaboration to achieve sales goals.

ASSUMPTION: This role is more strategically aligned with partner engagement and market expansion than purely sales-focused positions.

📝 Sample Projects

• Developing multi-tiered partner engagement strategies.
• Launching new partner incentive programs influencing revenue growth.
• Conference presentations on emerging cybersecurity trends.

ASSUMPTION: Sample projects illustrate the role’s reliance on both collaborative and independent work on high-impact revenue-driving activities.

❓ Key Questions to Ask During Interview

• How does Nozomi Networks measure the success of its channel strategies?
• What upcoming product enhancements are most exciting for governance?
• How do you foresee the industry shifting in the next 5 years?
• What does success in this position look like after one year?
• How does the company support professional development?

ASSUMPTION: These questions are designed to assess strategic alignment with company goals and to clarify expectations for performance and growth.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Ensure your resume highlights relevant cybersecurity and sales experience.
• Include specific examples of successful partner engagements.
• Prepare to discuss your strategic vision for partner programs during interviews.
• Follow up with the recruitment team for updates.

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.

```