Title National Channel Account Manager
Categories Channel Account Managment, Software Sales
Experience Required 15+ Years
On Target Earnings (Approximate) Base – $120K+ , OTE – 240K+
Location Toronto
Job Information

We are the leading provider of security, compliance and IT operations solutions for enterprises, industrial organizations, service providers and government agencies. Our solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and IT operations. Our portfolio of enterprise-class solutions includes configuration and policy management, file integrity monitoring, vulnerability management, log management, and reporting and analytics.

 Job Summary:

The National Channel Account Manager develops and executes strategy for up to 10 accounts of substantial strategic importance. The National CAM is distinguished by specialized knowledge, problem solving skills, ability to influence client buying decisions, and successful track record of executing brand, expanding relationships and increasing revenue and margin.


  • Assigned to large, complex, high visibility, strategic and tactically important, accounts. Reports to the Director of Sales and serves as the primary point-of-contact regardless of accounts geographic location.
  • Develops and executes account strategy and aligns Tripwire resources to maximize sales volume and revenue.
  • Maintains contact at a high, executive level, focusing on the strategic nature of the relationship. Secures or maintains MSAs and other strategic agreements to facilitate revenue.
  • Effectively participate on virtual selling teams.
    • Develop and Execute account strategy.
    • Leverage team members’ availability, roles, and strengths and weaknesses into virtual team effectiveness.
    • Demonstrate proficiency in selling through others, team building and conflict management.
  • Demonstrate proficiency with sales process, methodologies, and systems.
    • Effectively assess opportunity potential, allocate Internal and client resources towards the right sales objectives
    • Plan and manage client interactions to align resources with clients’ strategic priorities.
    • Segment the client organization into manageable fields of play.
  • Develop multi-year account plans that reflect a shared vision with the client with clearly defined sales and relationship goals that increase account retention and revenue growth.
    • Build and maintain an account prospecting database, develop compelling reasons for clients to agree to meetings, and execute effective cold call and email campaigns.
    • Identify, qualify new and expand sales opportunities. Develop action plans that successfully sell IT staffing solutions to multiple decision makers within the client’s IT, Business and Vendor Management organizations.
    • Accurate forecasting.
  • Optimize the overall client experience by demonstrating client focus, building effective client relationships and exceeding client expectations.
    • Demonstrate knowledge and understanding the client’s IT and business organizational structure and operational processes.
    • Develop thorough understanding of strategic clients’ vertical/industry issues and trends. Demonstrate ability to match key business needs with our brand and solutions.
  • Build client loyalty as a direct result of our business integrity.
    • Build and maintain long term, trust-based relationships with key client executives and decision makers.
    • Demonstrate working knowledge and adherence with our Mission, Vision, and Values.
  • Build commitment to meeting or exceeding established revenue and gross margin goals.
    • Develop, maintain and execute business plans that deliver short term financial results while balancing a long-term stability and sustainability.
    • Leverage financial analysis into decision making, understand how financial decisions impact business success.

Required Skills and Experience

  • Bachelor’s Degree or equivalent experience. Master’s in Business is a plus.
  • 5-8 years complex sales and account management experience.
  • A proven track record of exceeding quota and management objectives in a matrix sales organization
  • Ability to sell at all levels of the client organization, with demonstrated executive level presentation skills.
  • Salesforce.com experience preferred.
  • Miller Heiman experience preferred.
  • Demonstrated experience in the areas of Solution Selling, Target Account Selling and Account Planning.
  • Demonstrated success in account management and in managing client relationships. IT Security Executives preferred.
  • Excellent interpersonal skills and ability to excel in a team oriented atmosphere.
  • Excellent written/verbal communications skills.
  • Expert use of PC and Microsoft Office programs


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