Channel Account Manager

Who ESET is:

We are a privately held, global digital security company, protecting billions of customers and thousands of companies worldwide. We believe in a positive digital future. This is reflected in how we do business and our commitment to managing our company in socially responsible and environmentally sustainable ways.

ABOUT THE ROLE:

The

Channel Account Manager (MSP – West)

plays a critical role in driving growth through ESET’s MSP and MSSP partner ecosystem. This role is responsible for building, managing, and accelerating strategic partner relationships while delivering measurable, incremental revenue to the business. The ideal candidate brings a strong background in

channel sales and B2B sales

, with a proven ability to influence, enable, and grow partner performance across the Western region.

As a trusted advisor to partners, the Channel Account Manager collaborates closely with MSPs and MSSPs to develop joint business plans, identify new revenue opportunities, and drive adoption of ESET solutions. This is a highly visible role that blends strategic relationship management with hands-on sales execution, making it ideal for a results-driven professional who thrives in a fast-paced, partner-focused environment and enjoys turning strong relationships into sustained business growth.

RESPONSIBILITIES:

• Responsible for understanding, managing, and developing complex partners and difficult-to close sales, building trusted relationships with partner reps, owners, and stakeholders; includes creative problem-solving and conflict resolution.
• Ensure partners are aware of ESET’s latest portfolio with consistent check-ins and partner feedback including training and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools.
• Achieve monthly and annual revenue and KPIs targets.
• Creating and executing Business Plans with strategic Partners including metrics and goals, marketing plans collaborating with partner marketing and product roadmaps with sales engineers.
• Update and track pipeline activities for partners in ESET CRM.
• Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions.
• Conduct joint onsite end-user sales calls with partner to ensure timely closure of business.
• Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested.
• Other duties as assigned by management.

**This is a remote position however candidates must reside in either CA, NV, UT, CO, NM,TX or AZ**

WHAT YOU WILL HAVE:

• Bachelor’s degree or equivalent experience preferred, ideally in an IT or cybersecurity-related field
• Willingness and ability to travel approximately 20–30%
• Proficiency in Salesforce CRM
• Minimum of 5 years of B2B sales experience
• 5–7 years of experience within a Managed Service Provider (MSP) environment and/or MSP channel management

Knowledge:

• Must have experience in SaaS: Cybersecurity background preferred.
• Must have intermediate technical knowledge in Cybersecurity and be technically savvy
• Advanced understanding business development, with the ability to implement go-to-market strategies with third parties.
• Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact.
• Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships.
• Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer.
• Extensive Channel Management, Training, and Channel Development Experience.
• Proficiency in Microsoft Office products (Word, Excel, PowerPoint)

WHAT WE OFFER:

• 401(k) matching
• Wellness and WFH Stipends
• Dental Insurance
• Employee Assistance Program
• Health insurance
• Life insurance
• Paid time off
• Volunteer Time off opportunities
• Tuition reimbursement
• Vision insurance
• Remote Working environments

ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location.

The expected salary for this position is $80,000-$90,000 with variable commission. Additional benefits—such as health and wellness programs, performance bonuses, product discounts, holidays, and paid time off—are valued starting at $34,460 and may be offered in accordance with company plans.