Channel Account Manager - Iberia (Security)

Madrid, Full time

My client is a leading provider of innovative network intelligence and security solutions that empower communications service providers and enterprises worldwide to enhance the value they bring to their customers.  
My client is a global provider with used by 500 mobile, fixed and cloud service providers and over a thousand enterprises. 
They are now seeking an exceptional, highly motivated Channel Account Manager - Iberia Enterprise. The client has an office in Madrid and has presales and post-sales staff in the region.


Job Description

Location:  Madrid, Las Rozas

Reports to:  Director of Sales Enterprise Iberia

Seeking for an exceptional, highly motivated Enterprise Account Manager with direct work experience in selling to large Enterprises in a 2-tier model using Channel, Distributors and System integrators (SI).



  • Develop channel sales strategies to meet organizational objectives in Iberia

  • Evaluate and manage existing channel partner performance/channel forecast and implement plans for success to increase revenue and gross profit to Enterprise, Sell through and MSP accounts in Iberia.

  • Develop channel sales strategies and processes

  • Execute channel Sales actions for sales and channel partners and be personally involved in sales deals

  • Support channel partner incentive plans

  • Identify, qualify, and recruit new Channel partners/SI, and terminate relationships where appropriate

  • Builds and maintains account relationships with Channel and Distributors

  • Account management with outcome of increased in retention & account growth and customer satisfaction

  • Follow required cadence and agenda rhythm of the business meetings

  • Quota responsibility aligned with specific Accounts/Channels

  • Achieve/exceed quota targets

  • Support development, execution and measurement of marketing programs (events, mail campaigns, online marketing, etc) to increase awareness and lead generation.

  • Provide feedback for future programs

  • Manage sales training for channel partners

  • Manage distribution relationships and performance

  • Work as a team-player in a global organization

  • Develop further the company Distributors and SI channels, implement right sales methodology to increase the company product sales.

  • Provide input from the field to marketing and product management

  • Proficient in account planning

  • Manage forecast accuracy on a monthly/quarterly/annual basis

  • Establish effective communications with all the Company’s infrastructure (eg Customer Success, Marketing, Professional Services and R&D groups and work closely with the other Sales management) to ensure proper sensitivity to the market and to the needs of sales

  • Provide the company with updated information regarding relevant market trends and the position of Allot in the market

  • Maintain competitive knowledge & focus


  • At least 5 years of experience and proven successful track record of establishing and managing mid – size Enterprise sales organizations, preferable global organizations.

  • Strong understanding of the Enterprise market from both a theoretical and practical

  • Experience in implementing sales methodology to encourage partners and channels to sell further the company products by demonstrating a Knowledge of the full lifecycle of the sales process from prospecting to close

  • Experience of having sold sophisticated technological solutions and consultative sale

  • Ability to articulate the company value proposition

  • Strong contact and familiarity with Channel Partners, Distributors and SI globally

  • A proven record for motivating a sales team focused on selling complex solutions and services at all levels

  • Demonstrated ability to accelerate the sale process: generating leads, managing the quote process, overcoming objections, "quarterbacking" the proposal development and successful installation of service offerings

  • Exceptional ability to motivate and influence the key client contacts and decision makers

  • Proven expertise to develop relationships from a cold call or networking activity

  • Consistent, year on year, high performance track record

  • Excellent sales and management skills, including negotiation skills

  • Excellent writing and presentation skills

  • Team player with excellent interpersonal skills and strong work ethic

  • Self-starter, sleeves off, mature and committed individual

  • Travel:  Extensive international travel

  • Excellent verbal, written and presentation skills required

  • Spanish and English – fluent

  • Portuguese language will be appreciated

Apply to Job
Do you have EU / Spanish working right?*
Do you have security sales experience and channel experience in the Iberian market? If so how many years?*
What base and variable are you looking for in Euros per year? The contract would be a full time employment contract in Spain.*
What is your availability / notice period?*