Partner Account Director - Carbon Black

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Job Description:

Joining Symantec/Carbon Black, a division of Broadcom, you will be part of an industry changing Catalyst Partner Program focused on driving Carbon Black’s  portfolio to the commercial and enterprise markets via our partner ecosystem.  We’re looking for experienced Account Directors with cybersecurity domain expertise who want to make a formative impact in a fast-paced, high-growth environment.

In this role, you will support and retain our existing customer base while driving initiatives focused on customer recovery and new sales through our partner ecosystem. This requires a deep understanding of the endpoint space and the ability to effectively facilitate business growth via the channel.

Responsibilities
 

• Manage/assess all Carbon Black renewals ensuring they are being touched via resellers

• Mitigate support challenges, delegating to the proper contacts at the aggregator or Broadcom and managing escalations as needed

• Facilitate customer facing meetings/calls to address concerns directly

• Engage designated reseller(s) to enable fast renewal of agreements

• Identify former Carbon Black customers who have migrated away due to the Broadcom experience and engage partners to recover their business

• Design customer recovery program and drive execution via Catalyst partner and resellers

• Engage key Carbon Black certified resellers to:

  • Drive net new business

  • Receive and action leads generated by pipeline investments

  • Facilitate delivery of roadmap sessions

  • Manage channel conflict/deal registrations

• Drive resellers to higher certification levels

• Attend weekly cadences:

  • Deal development

  • Pipeline management

  • Customer alignment and strategy development 

• Represent the company at reseller specific forums and conferences

• Manage a set of named resellers

• Engage daily with named resellers on customer quotes, install base reports, site ID requests, support escalations, subject matter expert requests, channel conflict resolution, customer calls, and resource introductions.

• requirements

• Deep understanding of each reseller’s sales methodology, compensation plans and success criteria

• Build and manage annual business plan with named resellers - ensuring alignment with Broadcom objectives and brand 

• Develop focused sales campaigns to drive renewals and net new sales 

• Attend Bi-weekly strategy sessions - Deal review, Customer Alignment

• Review and execute marketing activities with resellers monthly

• Reinforce training on sales plays and drive adoption of Broadcom sales place

• Drive resellers to new certification levels

• Collaborate cross-functionally with internal teams—including Sales Engineering, Sales Operations, Product Management, and Marketing—to drive product adoption 

• Provide regular forecasts of business opportunities to Sales and executive leadership.

• Stay informed on the product roadmap, features, and functions, understanding their application to business and technical challenges. Maintain ongoing communication with Product Management for updates.

Qualifications

• Bachelor's and 12+ years of sales experience with at least 5 years selling enterprise security solutions in the following areas is preferred: Cloud Security, Secure Access Service Edge (SASE), Zero Trust (ZTNA), Data Loss Prevention (DLP), Endpoint Security (EDR), Advanced Threat solutions, Cloud Access Security (CASB), UEBA, Insider Threat.

• Strong knowledge of the endpoint competitive landscape

• Demonstrated success retaining existing customers, recovering lost customers and building pipeline and driving new opportunities to closure  

• Experienced in leveraging partners to drive mutual success

• You can effectively articulate and present well in front of technical and executive-level stakeholders.

• You have a demonstrated passion for selling cybersecurity and know how to win.

• Must be highly motivated, self-starter, possess a positive-aggressive attitude, and have excellent organizational skills.

• Devotion to continual personal sales development, customer service, and follow-up.

• The ability to be flexible and work in a rapidly changing environment is required.

• The ability to work with a variety of internal groups.

Additional Job Description:

Compensation and Benefits

The annual base salary range for this position is $103,000  - $164,000

This position is also eligible for a discretionary annual bonus in accordance with relevant plan documents, and equity in accordance with equity plan documents and equity award agreements.

Broadcom offers a competitive and comprehensive benefits package: Medical, dental and vision plans, 401(K) participation including company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company paid holidays, paid sick leave and vacation time. The company follows all applicable laws for Paid Family Leave and other leaves of absence.

Broadcom is proud to be an equal opportunity employer.  We will consider qualified applicants without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability status, medical condition, pregnancy, protected veteran status or any other characteristic protected by federal, state, or local law.  We will also consider qualified applicants with arrest and conviction records consistent with local law.

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