About this Inside partner account manager role at Watchguard
Watchguard · Onsite · Cork, Ireland
ABOUT THE POSITION
The Inside partner account manager is responsible for remotely managing and developing a portfolio of existing WatchGuard channel partners. The role focuses on increasing partner productivity and revenue through expansion, cross-sell, upsell, subscription adoption promoting Watchguard’s Platform value proposition with a stronger engagement across the WatchGuard portfolio. Working closely with Country Managers, distributors and internal specialists, the Inside partner account manager acts as a proactive commercial contact for assigned partners and helps translate WatchGuard strategy into measurable partner growth. This position is based at WatchGuard's office in Cork city centre.
The Inside partner account manager is responsible for remotely managing and developing a portfolio of existing WatchGuard channel partners. The role focuses on increasing partner productivity and revenue through expansion, cross-sell, upsell, subscription adoption promoting Watchguard’s Platform value proposition with a stronger engagement across the WatchGuard portfolio. Working closely with Country Managers, distributors and internal specialists, the Inside partner account manager acts as a proactive commercial contact for assigned partners and helps translate WatchGuard strategy into measurable partner growth. This position is based at WatchGuard's office in Cork city centre.
KEY RESPONSIBILITIES
• Own and develop a defined portfolio of existing channel partners, acting as their primary day-to-day inside sales contact.
• Drive year-over-year revenue growth by identifying and progressing cross-sell, upsell, expansion and renewal opportunities across the WatchGuard portfolio.
• Increase partner adoption of WatchGuard subscription, MSP and recurring-revenue offerings, including AI-enabled cybersecurity capabilities where relevant.
• Build partner growth plans, with clear priorities for pipeline creation, portfolio penetration and revenue expansion.
• Drive partner-generated pipeline through proactive outreach, co-selling motions, targeted campaigns, referrals and joint business planning.
• Support partner enablement by coordinating product updates, training, sales tools, marketing resources and best practices that improve partner productivity.
• Monitor partner performance, pipeline, product adoption and key KPIs; contribute to Quarterly Business Reviews (QBRs) and partner action plans where appropriate.
• Maintain accurate pipeline, forecast, opportunity and partner activity data in Salesforce and ensure timely follow-up on agreed actions.
• Collaborate with distributors, Marketing, Sales Engineering, Product and Customer Success to resolve partner needs, execute campaigns and improve the overall partner experience.
• Identify at-risk or underpenetrated partners and implement targeted actions to improve engagement, retention and revenue contribution.
• Maintain a strong understanding of WatchGuard products, competitive positioning and cybersecurity market trends to help partners expand their business.
• Drive year-over-year revenue growth by identifying and progressing cross-sell, upsell, expansion and renewal opportunities across the WatchGuard portfolio.
• Increase partner adoption of WatchGuard subscription, MSP and recurring-revenue offerings, including AI-enabled cybersecurity capabilities where relevant.
• Build partner growth plans, with clear priorities for pipeline creation, portfolio penetration and revenue expansion.
• Drive partner-generated pipeline through proactive outreach, co-selling motions, targeted campaigns, referrals and joint business planning.
• Support partner enablement by coordinating product updates, training, sales tools, marketing resources and best practices that improve partner productivity.
• Monitor partner performance, pipeline, product adoption and key KPIs; contribute to Quarterly Business Reviews (QBRs) and partner action plans where appropriate.
• Maintain accurate pipeline, forecast, opportunity and partner activity data in Salesforce and ensure timely follow-up on agreed actions.
• Collaborate with distributors, Marketing, Sales Engineering, Product and Customer Success to resolve partner needs, execute campaigns and improve the overall partner experience.
• Identify at-risk or underpenetrated partners and implement targeted actions to improve engagement, retention and revenue contribution.
• Maintain a strong understanding of WatchGuard products, competitive positioning and cybersecurity market trends to help partners expand their business.
SUCCESS MEASURES
• Revenue growth across the assigned partner portfolio.
• Cross-sell and upsell contribution; breadth of WatchGuard portfolio adoption.
• Partner-generated pipeline and conversion.
• Growth in subscription, MSP and recurring revenue.
• Partner engagement, retention and productivity.
• Forecast accuracy and CRM discipline.
• Cross-sell and upsell contribution; breadth of WatchGuard portfolio adoption.
• Partner-generated pipeline and conversion.
• Growth in subscription, MSP and recurring revenue.
• Partner engagement, retention and productivity.
• Forecast accuracy and CRM discipline.
SKILLS AND QUALIFICATIONS
• 3-5 years of successful B2B technology sales, channel sales, account development or business development experience.
• Experience working with resellers, distributors, MSPs or other channel partners strongly preferred.
• Proven ability to achieve or exceed sales, pipeline or business-development targets.
• Strong communication, relationship-building, negotiation and influencing skills.
• Highly organized, self-motivated and comfortable managing a high volume of partner interactions remotely.
• Experience with Salesforce platform; disciplined approach to data quality and forecasting.
• Ability to collaborate effectively with Channel Sales, Distribution, Marketing, Sales Engineering and other cross-functional teams.
• Knowledge of cybersecurity technologies and subscription / recurring-revenue business models is highly desirable.
• Native/Fluent English required; additional European languages are an advantage.
• Experience working with resellers, distributors, MSPs or other channel partners strongly preferred.
• Proven ability to achieve or exceed sales, pipeline or business-development targets.
• Strong communication, relationship-building, negotiation and influencing skills.
• Highly organized, self-motivated and comfortable managing a high volume of partner interactions remotely.
• Experience with Salesforce platform; disciplined approach to data quality and forecasting.
• Ability to collaborate effectively with Channel Sales, Distribution, Marketing, Sales Engineering and other cross-functional teams.
• Knowledge of cybersecurity technologies and subscription / recurring-revenue business models is highly desirable.
• Native/Fluent English required; additional European languages are an advantage.
WHY WORK FOR WATCHGUARD?
WatchGuard is a global cybersecurity company delivering network security, endpoint protection, multi-factor authentication, secure Wi-Fi and managed security capabilities through a strong partner ecosystem. Our channel-first model gives sales professionals the opportunity to help resellers, MSPs and distributors grow profitable recurring-revenue businesses while protecting customers against an increasingly sophisticated threat landscape.
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