At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.
As a Channel Account Manager for the Southeast Region, you will own the overall sales and business development strategy for Gigamon’s channel partner community, in alignment with our corporate sales objectives. You will manage day-to-day partner relationships, drive revenue growth, and expand our footprint across a multi-state territory. Collaborating closely with Gigamon sales, channel marketing, distribution, and technology partners, you will lead joint planning, execute go-to-market activities, and ensure program compliance and enablement. Your work will directly impact regional performance by optimizing partner productivity, developing new routes to market, and strengthening strategic alliances.
What you’ll do:
- Manage the day-to-day business and relationship management for channel partners in the Southeast Region
- Meet and exceed revenue and growth targets through and with channel partners
- Maintain productive, professional relationships with key stakeholder personnel within top go-to-market partners
- Ensure partner compliance with Gigamon channel partner programs, requirements, and agreements
- Communicate product launches, promotions, and key initiatives to partners and drive participation in Gigamon and partner events
- Lead joint partner planning processes to define objectives, financial targets, and critical milestones for mutual success
- Plan and execute marketing activities and manage MDF budgets in coordination with the Channel Marketing Manager
- Drive attainment of partner sales and technical certifications to increase partner competency and engagement
- Review top partner performance on a regular cadence (e.g., quarterly business reviews) with internal and external stakeholders
- Collaborate closely with Gigamon field sales teams and partners to identify white space, qualify opportunities, and manage joint events and campaigns
- Identify, recruit, and onboard new partners to address geographic or vertical market gaps
- Engage and work closely with two-tier distribution to maximize coverage, enablement, and pipeline generation
- Build relationships with strategic technology vendors to identify and develop mutual greenfield opportunities with shared partners
- Stay current on competitive products, technologies, and industry trends to guide partner strategy and positioning
- Prepare and present partner-focused presentations, territory and account plans, and performance reports
- Maintain accurate and up-to-date partner information, activities, and pipeline in Salesforce (SFDC)
- Complete required training and development activities to stay aligned with Gigamon solutions and channel programs
What you’ve done:
- Achieved 10+ years of experience selling high-technology products in a defined territory, preferably through and with channel partners
- Demonstrated a proven track record of successfully selling into and managing channel accounts, delivering against revenue and growth targets
- Gained working knowledge of networking, data center, and security technologies (or related solutions)
- Developed strong presentation and communication skills for executive, sales, and technical audiences
- Successfully managed a field-based role requiring travel of up to 50% within a multi-state territory (e.g., AL, TN, GA, NC, SC, FL, VA, MD)
Who you are:
- A self-starter who operates independently in a fast-paced environment and consistently drives initiatives to completion
- Highly motivated, energetic, and results-oriented, with a strong sense of ownership for partner and territory performance
- Skilled at building trust-based relationships and influencing cross-functional and cross-company stakeholders
- Strategic and analytical in your approach to territory planning, partner segmentation, and pipeline development
- Adaptable and curious, with a commitment to continuous learning about new technologies, market shifts, and partner business models
- Resides in or near Atlanta, GA or Charlotte, NC
#LI-REMOTE
The base salary + commission compensation range targeted for this role is expected to be between $260,000 - $325,000 (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
Employees in this position are eligible to participate in the Company’s standard employee benefit programs, which may include health and other insurances such as life and disability, and savings accounts such as a retirement plan with company matching contributions or similar, paid time off (holidays, vacation, and sick), tuition reimbursement, employee assistance program (EAP), business travel accident insurance, employee discounts, and employee referral program. Additionally, employees may be eligible to participate in the Profit Interest Units plan.
