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Channel Account Manager


Chicago, United States

Cyber Security is a big deal. It’s in the news, growing rapidly, a critical tool for every company, and our specialty. Imperva is a cybersecurity leader that delivers best-in-class solutions to protect data and applications on-premises, in the cloud, and across hybrid environments. Our customers include leading enterprises, government organizations, small businesses, and service providers.

The opportunity: Channel Account Manager – Imperva

The Channel Account Manager will be primarily responsible to sell all Imperva product lines and services by interacting with sales in North American, which are prospects or leads generated from either Imperva or the Named Partner(s). You will leverage your key existing relationships and those of the greater Imperva organization, at the CIO level, to work collaboratively to solve specific use case situations within the customer’s organization. Additionally, you will work alongside our Marketing team, and Cloud Team, to proactively grow Imperva’s reach within those existing accounts and to establish Imperva as the dominant provider of Security Solutions within prospect accounts.


 The Channel Account Manager in acting as the liaison between Imperva and its Channel

Partner(s) will be responsible for:

  • Meeting and exceeding set sales quotas and KPIs while adhering to sales rules of engagement.
  • Manage and be the main point of contact Partner(s) in the assigned region/account assignment
  • Aggressively drive Partner(s) to maximize sales and total Partner(s) ship potential through sales best practices, training and support.
  • Assist with orders flowing from Partner(s) to Imperva as needed
  • Communicate masterfully with Partner(s) on new products and service offerings.
  • Leverage or enhance systems and procedures to streamline Partner(s) management.
  • Work with marketing to drive programs and events to extend the relationships to new prospects.
  • Understand intricacies of the assigned territory and coach Sales team on how to identify and capitalize on business opportunities and leverage Partner(s) to drive revenue.
  • Managing the sales process with Partner(s); including all available products, and through necessary transactional needs by knowing all phases of the sales cycle. Ability to handle technical/product inquires needed
  • Conduct themselves properly and represent Imperva in the utmost professional and ethical manner.
  • Be self-motivated, with the ability work cross functionally and build mind share.
  • Work in tandem with the entire Imperva Sales Organization and Sales Engineers to inform the customer/prospect/Partner(s) and demonstrate Imperva’s capabilities
  • Develop and maintain strong relationships with key CXO client decision-makers, including maintaining a sales strategy based on customer’s requirements. Directs customer service improvement activities
  • Stay informed on new products, services, and other general information of interest to customers, through successful completion of Imperva Sales Training and self-study
  • Stay informed of customer business opportunities, current conditions, future prospects, active measurements, and competitive issues. Regularly briefs Imperva management on status, prospects, and current needs of top customers.
  • Keeps records and generates reports on all phases of activities, including Account Plans, Win Plans, and forecasts while meeting maintaining regular contacts and creating plans.
  • Participates in varied sales activities requiring perseverance, preparation, ingenuity, and responsibility
  • Display strong time management skills
  • Accurately forecasts all partner(s) business utilizing Salesforce.com
  • Extensive travel required


  • Able to demonstrate excellent communication skills, influencing the Partner(s) to achieve a desirable outcome, both via telephone and written form.
  • Comes across as open, clear and assertive, while being able to build effective long-term relationships.
  • Able to handle executive level meetings.
  • Critically evaluate all available options and effectively execute a conclusion to achieve the desired result, working either independently or as part of a wider team.
  • Able to build effective relationships at all levels of the organization and play an active part in the achievement of shared solutions and results.
  • Demonstrates a high level of energy and enthusiasm to achieve a positive result, overcoming any obstacles.
  • Is a self-starter and driven to succeed, whilst displaying a confident approach.
  • Works well under pressure and deadlines.
  • Applies a resourceful approach to work, using time management skills and prioritizing a complex workload.
  • Structured and methodical, yet additionally able to adapt style to maximize the achievement of a positive result
  • The applicant must be prepared to undertake regular regional travel around their defined territory and occasional travel elsewhere. It is expected that 50+% of the Channel Account Manager person’s time will be spent on the road visiting Partner(s)s.
  • Working closely with the Sales personnel, the successful candidate will be responsible for identifying the most lucrative opportunities within their territory and developing an on-going sales campaign.
  • Working closely with the presales and technical resource to increase the Partner(s) technical skills so that the Partner(s)s can do successful evaluations of our software and gain commitment to purchase from the end user.
  • History of success in small and large environments and building markets
  • Bachelor's degree in Engineering, Business, Management, Marketing (or related field) or equivalent experience.
  • Experience selling Enterprise level solutions in the SaaS or Applications markets
  • Willingness to drive deals through leads coming from ISR and Channel by operating in a dynamic and ever-changing environment
  • Demonstrated ability to exceed quarterly quota
  • Strong computer, written and interpersonal communications skills
  • Experience with Salesforce.com required.

Our Company:
Imperva is the cybersecurity leader whose mission is to help organizations protect their data and all paths to it. Customers around the world trust Imperva to protect their applications, data and websites from cyber attacks. With an integrated approach combining edge, application security and data security, Imperva protects companies through all stages of their digital journey. Imperva Research Labs and our global intelligence community enable Imperva to stay ahead of the threat landscape and seamlessly integrate the latest security, privacy and compliance expertise into our solutions. Learn more on the Imperva website or company blog, and follow Imperva on LinkedIn and Twitter.

Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. It’s an exciting time to work in cybersecurity. Learn about Imperva products and services at www.imperva.com and career opportunities at www.imperva.com/careers

Legal Notice:
Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law.