Sr. Channel Account Manager at Forescout Technologies Inc

Job description

Sr. 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 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 Forescout has an excellent opportunity for an engaging and employee-focused Sr. Channel Account Manager to join our high-energy, multi-cultural, world-changing team. This role drives channel led sales across North Central 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 North Central and requires approximately 50% travel. • Achieve and exceed quarterly and annual revenue targets through a 100% channel sales model. • Own and execute the channel strategy across North Central, 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, including coverage of 85% of employee and dependent health care premiums, 100% company-paid employee life and disability insurance premiums, a 401(k) match, generous flexible time off for U.S. employees, voluntary life, accident, and critical illness insurance options, employee assistance program, maternity and parental bonding leave, and more. • A collaborative, innovative environment where you can help advance global security while working with leading technology. • Leadership teams that take ownership of team growth, actively supporting development, career progression, and opportunities for employees to do their best work. • Learn more @ www.forescout.com . 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 encourage you to apply! At Forescout, we are “Cyber Obsessed”. 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 role and location, these measures may include identity verification, employment verification, background screening, work authorization verification, and other lawful security-related checks. Forescout conducts these processes in accordance with applicable laws and regulations, i ncluding privacy and data protection requirements, and obtains any required notices, authorizations, or consent before conducting such screenings . Notice Regarding the Use of Artificial Intelligence in Recruitment As part of our recruitment process, we may use artificial intelligence ("AI") or automated decision-support tools to assist with reviewing applications, assessing job-related qualifications, matching candidates to role requirements, scheduling interviews, and supporting candidate evaluation. These tools are designed to assist our recruiters and hiring managers and are not the sole basis for hiring decisions. Qualified personnel review relevant candidate information and exercise human judgment throughout the recruitment process. We are committed to the responsible use of AI and seek to deploy and use AI-enabled recruiting tools in accordance with applicable laws, regulations, and our internal governance standards. NOTE TO EMPLOYMENT AGENCIES: We value the partnerships we have built with our preferred vendors. Forescout does not accept unsolicited resumes from employment agencies.

Requirements

Must-haves

Sr. Channel Account Manager
Shape the Future of Cybersecurity at Forescout
Forescout has an excellent opportunity for an engaging and employee-focused Sr. Channel Account Manager to join our high-energy, multi-cultural, world-changing team.
This role drives channel led sales across North Central US region, working closely with strategic partners to drive net new logo acquisition and long term customer growth.
This role covers all of North Central and requires approximately 50% travel.
Achieve and exceed quarterly and annual revenue targets through a 100% channel sales model.
Own and execute the channel strategy across North Central, 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.
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.

Nice-to-haves

Experience working with national and regional partners is strongly preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

goai

Platform: jobvite
Effort: medium

Benefits

Benefits detected in the listing.

401(K)