Job Details

Channel Account Manager - Iberia (Security)

MBR Partners
MBR Partners

My client is a leading provider of innovative network intelligence and security solutions that empower communications service providers and enterprises worldwide to enhance the value they bring to their customers.

My client is a global provider with used by 500 mobile, fixed and cloud service providers and over a thousand enterprises.

They are now seeking an exceptional, highly motivated Channel Account Manager - Iberia Enterprise. The client has an office in Madrid and has presales and post-sales staff in the region.

Job Description

Location: Madrid, Las Rozas
Reports to: Director of Sales Enterprise Iberia

Seeking for an exceptional, highly motivated Enterprise Account Manager with direct work experience in selling to large Enterprises in a 2-tier model using Channel, Distributors and System integrators (SI).


Develop channel sales strategies to meet organizational objectives in Iberia

Evaluate and manage existing channel partner performance/channel forecast and implement plans for success to increase revenue and gross profit to Enterprise, Sell through and MSP accounts in Iberia.

Develop channel sales strategies and processes

Execute channel Sales actions for sales and channel partners and be personally involved in sales deals

Support channel partner incentive plans

Identify, qualify, and recruit new Channel partners/SI, and terminate relationships where appropriate

Builds and maintains account relationships with Channel and Distributors

Account management with outcome of increased in retention & account growth and customer satisfaction

Follow required cadence and agenda rhythm of the business meetings

Quota responsibility aligned with specific Accounts/Channels

Achieve/exceed quota targets

Support development, execution and measurement of marketing programs (events, mail campaigns, online marketing, etc) to increase awareness and lead generation.

Provide feedback for future programs

Manage sales training for channel partners

Manage distribution relationships and performance

Work as a team-player in a global organization

Develop further the company Distributors and SI channels, implement right sales methodology to increase the company product sales.

Provide input from the field to marketing and product management

Proficient in account planning

Manage forecast accuracy on a monthly/quarterly/annual basis

Establish effective communications with all the Company’s infrastructure (eg Customer Success, Marketing, Professional Services and R&D groups and work closely with the other Sales management) to ensure proper sensitivity to the market and to the needs of sales

Provide the company with updated information regarding relevant market trends and the position of Allot in the market

Maintain competitive knowledge & focus


At least 5 years of experience and proven successful track record of establishing and managing mid – size Enterprise sales organizations, preferable global organizations.

Strong understanding of the Enterprise market from both a theoretical and practical

Experience in implementing sales methodology to encourage partners and channels to sell further the company products by demonstrating a Knowledge of the full lifecycle of the sales process from prospecting to close

Experience of having sold sophisticated technological solutions and consultative sale

Ability to articulate the company value proposition

Strong contact and familiarity with Channel Partners, Distributors and SI globally

A proven record for motivating a sales team focused on selling complex solutions and services at all levels

Demonstrated ability to accelerate the sale process: generating leads, managing the quote process, overcoming objections, "quarterbacking" the proposal development and successful installation of service offerings

Exceptional ability to motivate and influence the key client contacts and decision makers

Proven expertise to develop relationships from a cold call or networking activity

Consistent, year on year, high performance track record

Excellent sales and management skills, including negotiation skills

Excellent writing and presentation skills

Team player with excellent interpersonal skills and strong work ethic

Self-starter, sleeves off, mature and committed individual

Travel: Extensive international travel

Excellent verbal, written and presentation skills required

Spanish and English – fluent

Portuguese language will be appreciated

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