Position Overview:
The Partner Account Executive (PAE) plays a critical role in supporting the growth of ’s Elite and Unified Elite Channel Partners, as well as Strategic and National Accounts. This role is responsible for partner enablement, business planning, and long-term success, ensuring partners are fully equipped to sell and support ’s full solution portfolio, including security solutions, software, and SC SaaS offerings.
A key focus will be on driving adoption of SC SaaS, helping partners understand when and how to position it to end users, and overcoming common objections. Additionally, PAEs will play an active role in encouraging partners to utilize the Partner Portal, leveraging it as a resource for business development, deal registration, and product training.
Your day at a glance:
Elite, Unified Elite, Strategic & National Account Champion
- Serve as the primary point of contact for assigned Elite, Unified Elite, Strategic, and National partners
- Develop and maintain strong relationships to drive brand preference and commitment to ’s full solution portfolio
- Provide partners with ongoing business planning, forecasting in the CRM, and strategy development to drive long-term profitable growth
Driving Adoption of the Full Portfolio
- Act as a trusted advisor to partners on the full product suite, ensuring they understand solution offerings, use cases, and differentiators
- Conduct business reviews to assess partner performance, identify growth opportunities, and develop strategies for expanding their adoption of solutions
- Encourage and guide partners on leveraging the Partner Portal for resources, deal management, and sales enablement
- Proactively support partners in positioning ’s ecosystem of products, from security solutions to cloud-based offerings
SC SaaS Sales & Adoption Support
- Educate partners on SC SaaS product offerings, value propositions, and competitive differentiation
- Coach partners on when SC SaaS is the right solution for end users and how to position it effectively within the broader portfolio
- Provide partners with objection-handling strategies to build confidence in selling SC SaaS
- Track and drive SC SaaS engagement, pipeline development, and closed deals as part of overall partner success
Partner Enablement, Training & Portal Utilization
- Work closely with sales engineers, product marketing, and the LMS training platform to strengthen both personal and partner expertise on solutions
- Reinforce training through real-world application, including product demonstrations and ongoing coaching
- Guide partners through structured onboarding programs to accelerate their readiness in selling solutions
- Promote and support partner engagement with the Partner Portal for training, certification, deal registration, and marketing tools
Sales Engagement, Forecasting & CRM Utilization
- Monitor and support partner sales pipelines, ensuring engagement and deal acceleration across all product lines
- Work with partners to create joint go-to-market strategies and business development initiatives
- Forecast and report all sales activities within the CRM, ensuring accuracy and visibility across the organization
- Actively track and report on SC SaaS adoption metrics while ensuring that broader solution sales are also growing
Territory Collaboration & ISR Mentorship
- Work closely with Inside Sales Representatives (ISRs) to ensure smooth territory collaboration and alignment on partner engagement strategies
- When appropriate, provide mentorship and coaching to ISRs, supporting their professional growth and effectiveness in driving Certified Partner success
Seamless Cross-Functional Collaboration
- Work closely with sales engineers, product marketing, bid support, and professional services to ensure partners have the necessary resources for success
- Facilitate communication between partners and internal teams to resolve issues, provide technical guidance, and drive new opportunities
Industry Engagement & Competitive Awareness
- Attend industry conferences and partner sites to strengthen relationships and showcase ’s leadership across security, SaaS, and cloud-based solutions
- Stay informed on the competitive landscape, identifying risks and opportunities for
Key Metrics for Success
- Overall partner engagement and revenue growth across the full portfolio
- SC SaaS adoption rate and number of partners actively selling it
- Pipeline growth and closed deals across all solutions
- Partner participation in training and enablement initiatives
What makes you a great fit:
- 7+ years of experience in channel sales, security technology sales, SaaS sales, or partner enablement
- Proven ability to drive product adoption and enablement across a diverse partner network
- Strong knowledge of security solutions, SaaS models, and channel partner ecosystems
- Exceptional relationship-building and communication skills, with the ability to influence at all levels
- Experience tracking adoption metrics and sales performance using CRM tools
- Willingness to travel as needed for partner meetings, conferences, and industry events
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Proactive & Results-Oriented: Takes ownership of partner success across the full portfolio, including SC SaaS
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Strategic & Adaptable: Follows a structured sales framework but can adapt strategies based on partner needs
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Strong Influencer & Communicator: Can engage, educate, and inspire partners to sell solutions effectively
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Collaborative Mindset: Works seamlessly across multiple internal teams to ensure partner success
Let’s talk perks!
- Attractive compensation package with 401K match
- Training Tuition Reimbursement Program
- Work-life balance with a flexible working schedule
We know that diverse backgrounds and experiences bring great value to our teams. Even if you don't think you tick all the boxes, we still encourage you to apply - your profile may surprise us!
Thank you for your application, but please note that only selected candidates will be contacted. Head-hunters and recruitment agencies may not submit resumés/CVs through this Web site or directly to managers.
