Channel Account Manager

Supporting the RSM in developing and maintaining strong relationships with channel partners, including resellers & distributors.

Act as the primary point of contact and A10 Champion for assigned channel partners, working closely with the RSM to drive company strategic objectives and sales.

Review install base lists with partners regularly to maximize technical refresh activities.

Develop and execute partner and distribution business plans aligned with A10 Networks' channel strategy. Focus on quality over quantity in the Next Generation Partner / Partner Eco-System, customer success, and maximizing opportunities around the A10 install base.

Lead the way in channel skills development and nurture organic leads, including deal registration.

Collaborate with partners to create joint business plans, set sales targets, and identify RSM direct customer growth opportunities through customer meetings.

Monitor partner performance to ensure alignment with goals and strategies.

Drive revenue from channel deals and registered deals in line with company objectives.

Provide partners with tools, resources, and training to effectively market and sell products, and facilitate RSM customer meetings.

Conduct regular business reviews to track progress, address challenges, and implement solutions.

Support sales growth through marketing strategies and assist Regional Sales Managers in developing new customer meetings.

Negotiate contracts and agreements with partners to ensure mutually beneficial outcomes.

Stay informed on market trends, customer needs, and competitors to refine channel strategies.

Provide internal feedback on product and service improvements based on partner input.

Work with Field Marketing Teams on strategies for MDF and CDF budgets, focusing on driving inbound flow and measurable results.

Key Success Factors

• Achievement of sales quota
• Recruitment of new resellers and coverage expansion
• Revenue growth from existing resellers
• Business outcomes from MDF activities
• Partner engagement, loyalty, and experience with A10

Skills and Experience Required

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