パートナーセールス アカウントマネージャー (東京)
概要
パートナーセールス アカウントマネージャーは、販売パートナー（リセラー、VAR等）との強固な関係構築を通じて、間接販売モデルにおける売上拡大を担う重要なポジションです。
担当パートナーとの長期的な信頼関係を構築・維持しながら、営業活動の支援、パイプライン創出、イネーブルメント（教育・育成）を推進し、ビジネスの持続的成長に貢献していただきます。
本ポジションは欠員補充（バックフィル）であり、既存パートナーとの関係維持および売上目標達成において重要な役割を担います。
主な業務内容
1. パートナーリレーションの構築・維持
担当パートナーとの長期的かつ信頼性の高い関係構築
パートナーとの日常的なコミュニケーションおよび窓口対応
パートナーのビジネス戦略・目標を理解し、双方にとって最適な協業モデルを設計
2. セールスおよびパイプラインマネジメント
担当パートナーの売上目標（Quota）の設定および達成支援
営業パイプラインのレビューおよび進捗管理
ディール登録（Deal Registration）の管理および承認プロセスのサポート
3. パートナーイネーブルメント（教育・育成）
製品トレーニングや認定資格取得の支援
セールスキット、技術資料、デモ環境の提供
パートナーの営業およびSEチームのスキル向上支援
応募資格・求めるスキル
IT業界における営業経験5年以上（うちチャネル／パートナーセールス経験2年以上）
リセラーやVARとの取引・協業経験（営業、開拓、トレーニングなどいずれか）
セキュリティ製品の販売経験
パートナーおよび社内関係者との関係構築力および調整力
営業目標達成に向けた計画立案および実行力
パイプライン管理および数値管理のスキル
自発的に行動できるセルフスターターであり、チームワークを重視できる方
日本語ネイティブレベル（英語はあれば尚可）
求める人物像
パートナービジネスに対する理解と強い関心を持っている方
長期的な関係構築を重視し、信頼関係を築ける方
自ら課題を発見し、主体的に行動できる方
社内外の関係者と連携しながら成果を創出できる方
変化の速い環境に柔軟に対応できる方
Cybereason's mission is to ‘protect it all’ – delivering unparalleled prevention, detection, investigation, and response for all endpoints: workstations, laptops, mobile devices and more.
Our cyber-defence solutions combine machine learning and AI to analyze threats, connecting huge volumes of data to reveal cyber-attacks and shut them down, as well as block intrusion of known and unknown threats. With our latest offerings, we can also seamlessly automate detection and prevention across traditional endpoints as well as mobile devices.
Since entering the Japan market in 2016, we have seen tremendous growth, now holding #1 market share. We are constantly evolving and hope to expand our team with daring individuals that never give up!
As a Partner Sales Account Manager, you will manage all aspects of our partner relationships; recruiting new partners, managing relationships, creating new pipelines, closing deals and driving the overall go-to-market execution with partners in the region.
What you'll do
Manage deal lifecycle with resellers from creating new leads and pipelines to closing.
Recruit and develop new partners through networking, referrals, company lead generation.
Manage all contractual process with resellers by working with internal stake holders.
Train and enable partner sales teams on the Cybereason platform, messaging, and overall engagement model.
Collaborate with field and channel engineers to properly support technical staff at our partners
Build executive relationships with our partners to ensure proper alignment and strategy execution
Work with partners to identify target accounts and to drive demand generation initiatives.
Drive field marketing initiatives to build pipeline with partners.
Manage Salesforce to manage lead and pipelines.
Be part of the overall sales team when selling opportunities with partners (contract negotiations, purchase orders, licensing agreements, etc.)
Align closely with High Touch Sales, Engineers and Marketing to drive the overall partner engagement.
What we look for
Bachelor’s degree
8+ years of technology sales experience (multiple years channel experience)
Experience with recruiting and managing Value Added Resellers, MSP’s, and MSSP’s
Experience driving pipeline generation initiatives with partners in order to meet sales quotas.
Growth mindset.
Strong, effective presentation and communication skills, both verbally and written, to convey Cybereason to partner audiences with varying skill levels - in person, on the phone, and via email.
Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
100% professional and highly motivated team player.
Travel required in region plus to Headquarters.
More about working at Cybereason Japan
Our Tokyo and Osaka offices are open, highly supportive and fun! To support you at work, we provide flexible work-life management policies, plenty of food and drinks, paid-leave for supporting your family and health, 401k, fun monthly events such as Premium Fridays and “Lunch & Learn”, as well as career support. You’ll have a chance to work in cooperation with a growing team of over 600 people (and growing!) with teams in Tel Aviv, Boston and other locations around the world.
#LI-Remote
「働きがいのある会社」として認定 / Great Place to Work® Certified
サイバーリーズン・ジャパンは、Great Place to Work® から、働きがいのある会社であることを認める「働きがい認定」企業として選出されました。 詳細や認定企業一覧はこちらをご参照ください。
Cybereason Japan has been selected and certified by Great Place to Work® as an employee-validated great workplace. Click here for details and a list of certified companies.
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More About Cybereason:
Our culture and how we operate reflects in our shared values. Our #Defenders are individuals with diverse skill sets and backgrounds who are driven to innovate and scale with our growing organization. We are a team that strives to learn from each other, solve challenging problems, and work collaboratively toward our goal of reversing the adversary advantage.
Core Values:
Win As One: The power of an individual is less than the power of a team.
Ever Evolving: Change keeps us at the forefront, so we encourage it.
Daring: To achieve the impossible, we must dare to be different.
Obsessed with Customers: We believe gaining our customers’ trust is the most important part of what we do.
Never Give Up: We are tenacious and resilient, and we never stop.
UbU: We believe people can only unlock their full potential when they work somewhere that accepts who they are.
If these values resonate with you and our vision excites you, join us today and help us end cyber attacks from the endpoint to everywhere! #Defenders
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Cybereason we are dedicated to building a diverse, inclusive, and authentic workplace (#uBu), so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.