Channel Account Manager

Description Shape the Future of Cybersecurity at Forescout Every day cyberattacks threaten to disrupt hospitals, power grids, financial systems, and the infrastructure we all depend on. At Forescout, we build defenses that keep civilization running smoothly in an increasingly connected world. For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted Forescout as their foundation to manage cyber risk, ensure compliance, and mitigate threats. From power grids and healthcare systems to financial networks and transportation hubs, Forescout protects the critical infrastructure of our modern world. What You Will Do As a Channel Account Manager, you will be responsible for managing and developing channel partners within your assigned territory to drive pipeline growth and revenue generation. You will work closely with Focus Partners to build strong, strategic relationships that enhance partner engagement and maximise sales opportunities. This role requires a combination of business development, relationship management, and sales execution. You will act as a trusted advisor to your partners, enabling them with the necessary tools, knowledge, and support to successfully position and sell Forescout solutions. Success in this role will be measured by your ability to increase the percentage of pipeline and revenue generated from the channel, drive deal registration numbers, and ensure a structured and programmatic approach to partner enablement. This role requires frequent travel within your region, high energy, excellent presentation and communication skills, and the ability to build strong, trusted relationships with partners and internal teams. Channel Sales & Business Growth • Manage and grow relationships with assigned channel partners, ensuring Forescout is their preferred cybersecurity vendor. • Drive pipeline growth and revenue generation through partner-led sales opportunities. • Achieve and exceed quarterly and annual revenue and MBO targets by developing joint go-to-market plans with partners. • Work closely with the regional sales teams to ensure effective collaboration between partners and Forescout direct sales. • Drive deal registration and ensure partners follow a structured sales process. Partner Recruitment, Enablement & Development • Identify and recruit high-potential partners that align with Forescout’s channel strategy. • Ensure partners are trained, certified, and capable of selling and supporting Forescout solutions. • Develop tailored enablement plans for Focus Partners to drive growth. • Deliver regular business reviews and joint account planning sessions with key partners. Strategic Partner Engagement • Prioritise Focus Partners, ensuring the majority of revenue is driven through engaged and committed channel partners. • Facilitate executive engagement between key partners and Forescout leadership. • Develop relationships at all levels within partner organisations, including executive, sales, technical, and marketing teams. Marketing & Demand Generation • Work closely with partners to drive demand generation campaigns and joint marketing initiatives. • Ensure partners leverage Forescout’s marketing resources to build awareness and generate pipeline. • Support regional marketing events and partner-led demand generation activities. Managed Service Provider (MSP) & Distribution Support • Collaborate with distributors to optimise the channel ecosystem, ensuring partners receive the support and enablement needed to succeed. • Support and drive Managed Service Provider (MSP) engagement in markets where MSP models are a growth opportunity. Performance Metrics & Accountability • Track and report on key metrics including: • % of pipeline generated through the channel • % of total revenue driven through the channel • Number of deal registrations and active partner opportunities • Partner engagement and certification levels • Ensure partners are accountable for business growth and performance expectations. What You Will Bring To Forescout • Proven experience in channel sales and partner management, ideally within the cybersecurity or IT industry. • Strong track record of driving pipeline and revenue growth through channel partners. • Ability to build, develop, and manage strategic partner relationships at all levels. • Experience in partner recruitment, enablement, and joint business planning. • Understanding of distribution and MSP models and how they impact the channel ecosystem. • Strong business acumen, strategic thinking, and problem-solving skills. • Ability to travel regularly within the assigned territory to engage with partners. • Excellent communication, presentation, and negotiation skills. • Self-motivated, highly energetic, and driven to succeed. Success Metrics • Growth in channel-generated pipeline and revenue. • Increase in deal registrations and partner-led sales opportunities. • Strong partner engagement, with a clear focus on high-value relationships. • Growth in Focus Partner business, reducing reliance on inactive or disengaged partners. • Increased partner certification levels and enablement success. What Forescout Offers You At Forescout, visionary leadership, continuous learning, and career development are central to our success. Our diverse and inclusive culture empowers people to collaborate, innovate, and make a meaningful impact on global security while working with industry-leading technology. We offer competitive compensation and benefits, recognize those who take initiative and contribute fully, and provide exciting opportunities to grow alongside our business. Learn more at www.Forescout.com. Our Mission To continuously identify, protect, and ensure the compliance of all cyber assets across the modern organization. Our Vision A world where every cyber asset is seen, secure and compliant. Our Cultural Values • Cyber Obsessed – We are curious about technology, and we are innovative and passionate about solving big programs. • Customer Driven – We listen, we learn, and we make it right. • Collaborative, without Ego – No one succeeds alone. We strive to be the humble person that people want to work with. • Relentless – We're smart, determined, and find a way. We figure stuff out. • One Team – We all work together, and we all win together. Thank you for taking the time to learn more about us.  If this opportunity intrigues you, we would love for you to apply! Pre-Employment Screening and Verification At Forescout, we are “Cyber Obsessed”. As a global cybersecurity company, we are committed to maintaining a secure environment for our customers, employees, and business operations. To support these efforts, candidates may be asked to complete job-related pre-employment screening and verification processes, to the extent permitted by applicable law. Depending on the rol