Channel Account Manager

What We Do:

Managing Cyber Risk, Together– As the world becomes increasingly connected, the need for Forescout’s solutions grows stronger. Forescout is at the forefront of one of the most critical challenges in cybersecurity, delivering automated protection across the modern organisation. Our solutions ensure continuous alignment between our customers’ security frameworks and their evolving digital environments, spanning IT, IoT, OT, and IoMT assets.

At Forescout, we are looking for relentlessly, driven individuals who thrive in a collaborative environment, embrace innovation, and are committed to delivering exceptional customer experiences. As one team, we push boundaries, stay ahead of emerging threats, and create cutting‑edge solutions that make a real impact. Bring your unique perspective to Forescout and help shape the future of cybersecurity with us!

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 maximize 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.

• 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.

• 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.

• Prioritize 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 organizations, including executive, sales, technical, and marketing teams.

• 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.

• Collaborate with distributors to optimize 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.

Track and report on key metrics including:

• Ensure partners are accountable for business growth and performance expectations.
• 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…