The National Channel Account Manager will enhance channel business by expanding partnerships, managing relationships, and driving revenue through strategic initiatives and training.
Description
Requirements
The National Channel Account Manager will execute our channel business plan which includes expanding our sales, technical, and management relationships with Tufin Partners. Additionally, utilizing our channel sales methodology for enablement, roster building, and account mapping to increase partner generated opportunities via targeted initiatives at new and existing accounts. The National Channel Account Manager will need a strong channel sales background, experience in the security software market, operational excellence, and the ability to contribute to a fast-paced, collaborative, and world-class channel team.
Responsibilities:
- Deliver and present the Tufin Channel Program to identified partners.
- Profile and collect relevant information on partner GTM for proper alignment.
- Generate increased partner contacts, account mapping sessions, GTM programs and educate through sales training, also leveraging our best-in-class Partner Portal
- Work with Tufin Sales Engineers to drive pre-sales technical training for partners to help expand within their customer base.
- Skilled at objection handling and presentations to demonstrate Tufin value.
- Ability to relate and interface with C-Level Executives at Focus Partners
- Complete and execute our channel business plan with each Focus Partner
- Build strong pipeline around new and existing business with partners.
- Provide sales/marketing campaign support to partners.
- Drive deal registrations from program partners
Requirements
- Successful track record in building channel operations and partnerships
- At least 5-years in channel development and partner management in the high-tech software industry
- Ability to multi-task and excel in a process driven, results-oriented environment.
- Experience understanding complex, high-end Enterprise solutions.
- Experience working with Regional and National Partners
- Proven results growing partner generated business.
- Ability to work autonomously with excellent time management skills.
- Proven high-energy, positive attitude contributor in past positions.
- Willing and able to travel throughout the region as needed.
Partner Experience:
- This role will focus on expanding the Tufin partner program with Guidepoint on a national level. A deep understand of Guidepoint’s sales and leadership structure in addition to their marketing and GTM model is required.
Top Skills
Security Software
Tufin Boston, Massachusetts, USA Office
The Boston office is Tufin’s U.S. headquarters and one of the best tech cities in the world. The area is best known for shopping and restaurants, and is home to many other offices. We are conveniently located right next to the Downtown Crossing T stop, and a short walk to South Station.
Similar Jobs at Tufin
Security • Cybersecurity
The Channel Account Manager expands sales and partnerships, executes channel business plans, ensures training, and builds pipelines with partners.
Top Skills:
Security Software
Security • Cybersecurity
The Enterprise Sales Manager drives new sales, manages existing accounts, builds opportunity pipelines, and presents product capabilities to senior prospects.
Top Skills:
Networking SolutionsOracleSecurity SolutionsSFDCSoftware Solutions
Security • Cybersecurity
The Technical Account Manager will enhance product usage and adoption among clients. Responsibilities include client engagement, technical expertise, customer support, and cross-functional collaboration, ensuring clients maximize value from Tufin technologies.
Top Skills:
BashFirewall AdministrationLinuxNetworking DevicesPerlPythonSQL
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
