Netwitness Account Executive 4, Direct Sales

General Summary

The NetWitness Channel Manager will report into the Regional Sales Director and will be
responsible for developing and executing a channel strategy in the specific region, which empowers
and enables our partners to collaborate with NetWitness to exceed bookings targets. The Channel
Manager will have direct responsibility over the NetWitness partners and distributors in the region.
The Channel Manager will collaborate with Regional Sales Director, Key Account Managers, and
Systems Engineers to create and drive focused sales and technical enablement programs in the

region.

Areas of Responsibility:

Channel Strategy, Management and Execution
• Responsible for developing and executing on all aspects of the channel business and
engagement with both the NetWitness Distributors and the Partners to develop and
implement a regional strategy that empowers and enables our local partners to collaborate
with NetWitness to exceed bookings targets and to build a steady and consistent flow of net
new revenue from pipeline creation to closure of business with a focus on incremental
revenue.
• Develops and implements a comprehensive go-to-market strategy in conjunction with
NetWitness sales leadership and field sales objectives that accelerate the indirect revenue
growth.
• Responsible for developing and executing partners plans that promote new partner
recruitment, technical enablement of partners, incremental business generation and a
balanced portfolio of NetWitness products and services. Focus should be on net new end
user customer sales.
• Communicates and reinforces channel strategy via integration and alignment with key
stakeholders, including field sales team and pre-sales; provides leadership and
accountability for execution of strategy and objectives.
• Responsible for articulating NetWitness’s vision and strategy, driving and measuring
Channel Program Requirements and participation.
• Execution of sales and marketing campaigns within the region, ensure distribution and
allocation of marketing funds to drive with the partners comprehensive lead generation
campaigns for the whole NetWitness product set within the region and measure and report
the ROI on these campaigns.
• Identify new partners and maintain visible presence within partners and that the partner
has the appropriate resources to sell & support NetWitness products and services.
Alignment with key stakeholders within partners and ensuring that the channel partner
exceeds the NetWitness Channel program requirements and work with the Distribution to
ensure that they consistently recruit, measures and evaluates partners consistently in
conjunction with the Channel Manager.
• Develop extensive networking relationships across all personnel levels within the partner
community and to participate in partner meetings and represent NetWitness at the Partner
end users as is required to ensure successful closure of business.
• Provide accurate and timely forecasts such that the data contained within SFDC accurately
reflects the current quarter position for Commit, Realistic and Best Effort for following
quarters. Focus should be especially around pipeline building.
Required Skills and Experience:
• Proven track record of exceeding sales goals in the given region
• Ability to influence at senior executive level, influence others and achieve results.
• Ability to manage and thrive in a matrix environment.
• Uncompromising ethics and integrity
• Strong oral and written communication and interpersonal skills
• Excellent presentation skills
• Skilled in complex negotiation
• Self-motivated and directed, have strong follow up skills and attention to detail oriented.
• Establishes positive working relationships with partners, colleagues, and management peers.
• Fluent English language knowledge is essential, and, French and/or Spanish language
knowledge is preferred.
And / OR use:
Your Impact
• Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and
ensuring the partner is well-positioned to deliver successful customer implementations and recommendations
• Work well in a team environment to ensure partner and customer satisfaction
• Design a compelling value proposition that inspires partners to promote our solutions
• Create services based on our emerging and established technologies increasing revenue growth
• Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships
throughout your assignment
• Lead regular business performance and relationship reviews with senior management and various stakeholders
• Build and maintain the activity of performance reports and activity dashboards.
Your Experience
• Experience in Global Systems Integrator Business Management, Channel Management, or Business Development roles
within the enterprise software ecosystem and/or network security industry
• Understanding of channel operating models
• Knowledge of sales, marketing, and solution development
• Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication
skills
• Consistent track record of leading complex sales situations through negotiation and conflict resolution

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All qualified applicants will receive consideration for employment without regard to race, color, and any other category protected by applicable country law.

If you need a reasonable accommodation during the application process, please contact the RSA Talent Acquisition Team at [email protected]. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.