📌 Core Information
🔹 Job Title: National Channel Account Manager - West Coast (Remote)
🔹 Company: Proofpoint
🔹 Location: California, Arizona (Remote)
🔹 Job Type: Full-Time
🔹 Category: Sales & Business Development
🔹 Date Posted: April 29, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote (West Coast)
🚀 Job Overview
Key aspects of this role include:
- Acting as an extension of the sales organization to leverage the partner community in the West Coast territory.
- Driving sales and marketing initiatives through regular interaction with partner principals, executives, sales, and sales management.
- Developing and executing regional strategies for recruiting new channel partners to support growth.
- Meeting or exceeding channel quotas and maintaining up-to-date knowledge of Proofpoint's competitive positioning in the marketplace.
ASSUMPTION: This role requires a strong business acumen and excellent communication skills to drive consensus across internal teams and partner organizations.
📋 Key Responsibilities
✅ Regular interaction with partner principals, executives, sales, and sales management at existing and prospective value-added and direct market re-sellers in the West Coast area.
✅ Conducting regular sales training presentations with partner sales teams to ensure they understand and can articulate Proofpoint's SAAS Value Proposition.
✅ Working with the Channel Marketing team to drive marketing programs with key partners and ensure activities tie back to a successful ROI.
✅ Assisting with driving pipeline, sales qualification, and closing of business.
✅ Defining and deploying business plans to deepen traction with existing channel partners, reviewing and re-assessing quarterly.
✅ Overseeing relationship-building activities and account mapping activities between Proofpoint sales organization and partners in the West Coast territory.
ASSUMPTION: The role may require occasional travel to meet with partners and attend company events.
🎯 Required Qualifications
Education: Bachelor’s Degree
Experience: 5-10 years of experience in channel management, with a focus on information security and data archiving markets.
Required Skills:
- Strong cross-functional leadership and excellent communication skills to drive consensus across internal teams and partner organizations.
- Ability to work in a fast-moving environment, prioritize effectively, think big picture, and use good judgment in resolving difficult issues.
- Existing relationships with SHI partners in the West Coast region.
Preferred Skills:
- Experience with Proofpoint's products and services.
- Fluency in Spanish or other languages relevant to the West Coast market.
ASSUMPTION: While not explicitly stated, a strong understanding of cybersecurity and data protection principles is likely required for this role.
💰 Compensation & Benefits
Salary Range: $120,000 - $160,000 per year (Based on industry standards for a Channel Account Manager with 5-10 years of experience in the cybersecurity industry on the West Coast)
Benefits:
- Health, dental, and vision insurance
- 401(k) plan with company match
- Paid time off (vacation, sick, and holidays)
- Employee stock purchase plan
- Professional development opportunities
Working Hours: Full-time, with flexible hours and the ability to work remotely from the West Coast.
ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and skills.
📌 Applicant Insights
🔍 Company Context
Industry: Proofpoint operates in the computer and network security industry, focusing on email protection, advanced threat protection, security awareness training, and data archiving.
Company Size: Proofpoint is a mid-sized company with 1,001-5,000 employees, providing a collaborative and dynamic work environment.
Founded: Proofpoint was founded in 2002 and has since grown to become a leading cybersecurity company.
Company Description:
- Proofpoint provides next-generation cybersecurity solutions to protect organizations' greatest assets and biggest risks: vulnerabilities in people.
- The company focuses on people-centric security and compliance solutions, mitigating critical risks across email, the cloud, social media, and the web.
- Proofpoint is committed to bringing passion and customer focus to the business, with a culture that values innovation, collaboration, and customer success.
Company Specialties:
- Email Protection
- Advanced Threat Protection
- Security Awareness Training
- Cloud App Security (CASB)
- Archiving and Compliance
- Information Protection
- Digital Risk Protection
Company Website: www.proofpoint.com
ASSUMPTION: Proofpoint's focus on people-centric security makes it an attractive option for candidates interested in protecting organizations from cyber threats and helping users become more resilient.
📊 Role Analysis
Career Level: This role is at the mid-career level, requiring 5-10 years of experience in channel management and a strong understanding of the information security market.
Reporting Structure: The Channel Account Manager reports directly to the Regional Sales Manager and works closely with internal teams, such as sales, marketing, and product management.
Work Arrangement: This is a remote position based on the West Coast, with the expectation of occasional travel to meet with partners and attend company events.
Growth Opportunities:
- Advancement to a Senior Channel Account Manager or other senior sales roles within Proofpoint.
- Expanding the scope of responsibilities to include additional territories or product lines.
- Developing expertise in cybersecurity and data protection, leading to increased influence within the organization and the industry.
ASSUMPTION: Given Proofpoint's focus on growth and customer success, there are likely numerous opportunities for professional development and career advancement within the company.
🌍 Location & Work Environment
Office Type: Remote, with the expectation of occasional travel to meet with partners and attend company events.
Office Location(s): California, Arizona
Geographic Context:
- The West Coast region is home to a diverse range of industries, including technology, finance, and healthcare, providing ample opportunities for partnership and growth.
- The region is also known for its vibrant culture, diverse communities, and natural beauty, offering a high quality of life for employees.
- While the role is remote, occasional travel may be required to meet with partners and attend company events, providing opportunities to explore the region and network with industry professionals.
Work Schedule: Full-time, with flexible hours and the ability to work remotely from the West Coast.
ASSUMPTION: The remote work arrangement offers a high degree of flexibility and work-life balance, while occasional travel provides opportunities for face-to-face interaction and relationship-building with partners and colleagues.
💼 Interview & Application Insights
Typical Process:
- Online application and resume submission
- Phone or video screen with the hiring manager
- In-depth interview with the regional sales manager and other team members
- Final interview with the director of channel sales
- Background check and offer extension
Key Assessment Areas:
- Communication and presentation skills
- Understanding of the information security market and Proofpoint's products
- Channel management experience and strategies
- Cultural fit and alignment with Proofpoint's values
Application Tips:
- Tailor your resume and cover letter to highlight your channel management experience, sales achievements, and understanding of the information security market.
- Prepare for behavioral interview questions that focus on your problem-solving skills, ability to build relationships, and experience driving sales growth through channel partnerships.
- Research Proofpoint's products, market position, and competition to demonstrate your industry knowledge and enthusiasm for the role.
ATS Keywords: Channel Management, Sales Training, Business Acumen, Communication Skills, Relationship Building, Pipeline Management, Market Strategy, Competitive Analysis, Cross-Functional Leadership, Data Protection, Regulatory Compliance, Information Security, Data Governance, Customer Focus, Team Collaboration, Problem Solving
ASSUMPTION: Given the competitive nature of the cybersecurity industry and the importance of channel partnerships to Proofpoint's success, candidates with strong channel management experience and a proven track record of driving sales growth are likely to be highly sought after for this role.
🛠️ Tools & Technologies
- Salesforce
- Microsoft Office Suite
- Zoom or other video conferencing tools
- Channel-specific tools and platforms (e.g., Ingram Micro, Tech Data, SYNNEX)
ASSUMPTION: The tools and technologies required for this role are standard for sales and channel management positions, with a focus on CRM, communication, and channel-specific platforms.
👔 Cultural Fit Considerations
Company Values:
- Customer Focus
- Innovation
- Collaboration
- Integrity
- Accountability
Work Style:
- Results-driven
- Adaptable and resilient
- Strong communicator and relationship builder
- Strategic thinker and problem solver
- Committed to professional development and continuous learning
Self-Assessment Questions:
- How do you demonstrate customer focus in your daily work, and how have you gone above and beyond to meet customer needs in previous roles?
- Can you provide an example of a time when you had to adapt to a significant change in your work environment or market conditions, and how did you successfully navigate that challenge?
- How do you approach building and maintaining strong, long-lasting relationships with partners, and how have you demonstrated your ability to drive sales growth through channel partnerships in previous roles?
ASSUMPTION: Proofpoint's focus on customer focus, innovation, and collaboration makes it an attractive option for candidates who thrive in dynamic, customer-centric environments and are committed to driving sales growth through strong partnerships.
⚠️ Potential Challenges
- Managing a large territory with a diverse range of partners, each with their own unique needs and priorities
- Keeping up with the fast-paced and ever-evolving cybersecurity market, including new threats, technologies, and competitors
- Balancing the demands of internal stakeholders, such as sales, marketing, and product management, with the needs and priorities of external partners
- Occasional travel requirements, which may disrupt personal schedules and family commitments
ASSUMPTION: Given the dynamic nature of the cybersecurity industry and the importance of channel partnerships to Proofpoint's success, candidates with strong channel management experience and a proven track record of driving sales growth are likely to be highly sought after for this role.
📈 Similar Roles Comparison
- This role is similar to other Channel Account Manager positions in the cybersecurity industry, but may differ in terms of the specific products, markets, and partners involved.
- Compared to other sales roles, this position places a greater emphasis on channel management, relationship-building, and strategic market development.
- In terms of career path, this role can lead to advancement to Senior Channel Account Manager or other senior sales roles within Proofpoint, or to related positions in other companies within the cybersecurity industry.
ASSUMPTION: Given the competitive nature of the cybersecurity industry and the importance of channel partnerships to Proofpoint's success, candidates with strong channel management experience and a proven track record of driving sales growth are likely to be highly sought after for this role.
📝 Sample Projects
- Developing and executing a regional strategy for recruiting new channel partners to support growth in the West Coast territory
- Conducting regular sales training presentations with partner sales teams to ensure they understand and can articulate Proofpoint's SAAS Value Proposition
- Overseeing relationship-building activities and account mapping activities between Proofpoint sales organization and partners in the West Coast territory
ASSUMPTION: These sample projects are designed to highlight the key responsibilities and required skills for the Channel Account Manager role at Proofpoint, and to provide candidates with a clear understanding of the expectations and priorities for the position.
❓ Key Questions to Ask During Interview
- Can you describe the company's strategy for growth in the West Coast territory, and how this role fits into that strategy?
- How does the company support the professional development and career advancement of its Channel Account Managers?
- Can you provide an example of a time when the company successfully navigated a significant market challenge or competitive threat, and how did that experience inform the company's approach to channel management and sales strategy?
- How does the company measure the success of its Channel Account Managers, and what key performance indicators (KPIs) are used to track progress towards sales and partnership goals?
- What is the company's approach to work-life balance, and how does that manifest in the day-to-day work of a Channel Account Manager?
ASSUMPTION: These key questions are designed to provide candidates with a clear understanding of the company's strategy, culture, and expectations for the Channel Account Manager role, and to help them assess the fit between their own career goals and the opportunities available within the organization.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through the Proofpoint Careers portal
- Tailor your resume and cover letter to highlight your channel management experience, sales achievements, and understanding of the information security market.
- Prepare for behavioral interview questions that focus on your problem-solving skills, ability to build relationships, and experience driving sales growth through channel partnerships.
- Research Proofpoint's products, market position, and competition to demonstrate your industry knowledge and enthusiasm for the role.
- Follow up with the hiring manager one week after submitting your application to confirm receipt and express your continued interest in the position.
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
