Friday, November 1, 2013

Enterprise Channel Sales Manager, Western US (Pacific) - Trusteer

Tusteer, an IBM company, is the global leader in endpoint cybercrime prevention. Trusteer products stop the root cause of data breaches and fraud losses: the compromise of employee and customer endpoints by advanced malware and phishing attacks.

As a Channel Sales manager, you will be responsible for selling the Trusteer Enterprise Security products through channel partners in the Western US and it is high preferred that this candidate lives in San Francisco, San Diego, or Los Angeles.


Work directly with potential and existing Trusteer and IBM security VARs to capture sales opportunities

Lead the efforts to recruit new Trusteer security partners in your territory

Work closely with channel sales management on development and execution of a channel sales strategy

Participate in strategic planning sessions to develop channel activities, including implementing forecasts, relationship development, and customer satisfaction

Use relationship management techniques to develop selling opportunities within the assigned partner organizations

Schedule and attend sales call appointments with prospects in partner organizations

Help plan local or regional partner events and conduct sales training sessions

Evangelize and champion the channel mission, purpose, and needs internally

Key Attributes:

Aptitude for understanding how technology products and solutions solve business problems

Interpersonal, communication, teamwork, presentation and project management skills


  • At least 7 years experience in channel sales, working for a security manufacturer or security practices within the channel

  • At least 5 years experience in all aspects of network and client security solutions

  • Basic knowledge in Channel ecosystem - role of VARs, Consultants, Systems Integrators, and Distributors

  • Readiness to travel 25% travel annually

  • English: Fluent


  • Non-Degree Program

  • At least 3 years experience in Anti-malware solution sales

  • At least 3 years experience in working with security VARs in the US and Canada

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

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