Channel Account Manager

Channel Account Manager

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 the 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.

Forescout has an excellent opportunity for an engaging and employee-focused Channel Account Manager to join our high-energy, multi-cultural, world-changing team. This role drives channel led sales across Southeast US region, working closely with strategic partners to drive net new logo acquisition and long term customer growth. Our Channel Account Managers bring a hunter mentality, a strong partner-first mindset, and a passion for building trusted relationships. You will work closely with Channel, Field, and Marketing teams to develop pipeline, execute deal registration, and deliver solution sales that address some of the world's most complex security challenges. This role covers all of the Southeast US and requires approximately 50% travel.

Responsibilities include the following:

• Achieve and exceed quarterly and annual revenue targets through a 100% channel sales model.
• Own and execute the channel strategy, driving consistent pipeline and deal flow.
• Focus heavily on deal registration and net new logo acquisition through partner led selling.
• Develop and expand strategic relationships with key partners including Optiv, WWT, Guidepoint, Ahead, CDW, Pellera, and SHI.
• Identify, qualify, forecast, and close opportunities in collaboration with managed partners.
• Build deep understanding of customer business priorities and translate them into solution opportunities through the channel.
• Enable partners through training, joint selling, and business planning to position the full Forescout portfolio.
• Develop and execute joint business plans with field sales, reviewing pipeline and performance quarterly.
• Collaborate cross functionally with Sales Engineers, Marketing, Professional Services, and Field Sales to support partner success.
• Act as the primary liaison between Forescout and partners, ensuring alignment on strategy, operations, and go to market execution.
• Maintain accurate forecasting, reporting, and opportunity management.

What you bring to Forescout:

• Proven experience in Channel Account Management within cybersecurity or enterprise technology.
• Strong track record driving revenue through partner ecosystems and deal registration models.
• Demonstrated success in new logo acquisition and partner led growth.
• Experience working with national and regional partners is strongly preferred.
• Understanding of enterprise security solutions (e.g., NAC, endpoint, firewall, SIEM, OT/ICS).
• Hunter mindset with strong business development and consultative selling skills.
• Ability to build multi level relationships within partner and customer organizations.
• Strong presentation, negotiation, and communication skills.
• Self motivated, disciplined, and comfortable operating in a fast paced environment.
• Willingness to travel approximately 50%.

What Forescout offers you:

• Competitive compensation and benefits–we cover 85% of employee and dependents' health care premiums, 100% company paid employee life and disability insurance premiums, 401K match, generous FTO policy (U.S. only), option to purchase voluntary life, accident and critical illness insurance, employee assistance program, maternity and parental bonding leave and much more.
• Collaborative and innovative environment –make an impact on worldwide security while working on the hottest technology.
• Leadership that supports and encourages professional growth and development.

Our mission - Continuously identify, protect, and ensure the compliance of all cyber assets across the modern organization. Our values:

• One Team – We all work together, and we all win together.
• 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.
• Relentless – We're smart, determined, and find a way. We figure stuff out.
• Collaborative, without Ego – No one succeeds alone. We strive to be the humble person that people want to work with.

Thank you for taking the time to learn more about us. If this opportunity intrigues you, we would love for you to apply!