Eset

Summary The Inside Channel Account Manager II independently drives business growth through ESET’s channel partners and distributors by developing user accounts and identifying cross-sell and upsell opportunities. Builds and manages a qualified partner pipeline within an assigned territory, collaborating closely with Channel Account Managers, Strategic Inside Channel Account Managers and Sales Engineers. Job description

ESSENTIAL RESPONSIBILITIES AND DUTIES

Manage and grow a portfolio of existing end-user customer accounts through ESET's channel partner ecosystem, driving customer retention, expansion, and upsell opportunities with a focus on MDR and the broader ESET security portfolio. Develop trusted relationships with customer decision-makers to understand business priorities, identify growth opportunities, and position ESET solutions that address evolving security needs. Own the customer lifecycle by creating account growth plans, maintaining a healthy sales pipeline, and delivering accurate revenue forecasts. Collaborate with channel partners and distributors to develop joint account strategies, execute sales opportunities, and deliver a seamless customer experience. Conduct regular business reviews with customers and partners to identify expansion opportunities, strengthen relationships, and drive long-term account growth. Identify, qualify, and advance sales opportunities while coordinating internal resources, including Sales Engineering, Marketing, Customer Success, and Distribution, to support successful outcomes. Enable partners with the knowledge, tools, and resources needed to effectively support shared customer accounts and position ESET solutions. Maintain a strong understanding of ESET's product portfolio, cybersecurity trends, and competitive landscape to effectively articulate value and overcome competitive challenges. Maintain accurate customer, partner, opportunity, and forecasting data within the CRM system. Support partners with deal registration, quoting, and order management to facilitate successful sales execution. Achieve monthly, quarterly, and annual revenue, retention, and KPI targets. Perform other duties as assigned.

REQUIREMENTS

Education: Bachelor's degree in Business, Marketing, Sales, Information Technology, or a related field preferred. Equivalent combination of education and relevant sales experience will be considered.

WORK EXPERIENCE

6+ years of experience in account management, channel sales, or business development within the cybersecurity, software, or technology industry. Proven success managing and growing existing customer accounts while working through channel partners, distributors, and resellers. Demonstrated ability to build trusted customer relationships, identify expansion opportunities, and consistently exceed revenue targets. Experience developing account plans, managing complex sales cycles, and accurately forecasting revenue.

KEY TECHNICAL SKILLS AND KNOWLEDGE

• Solid understanding of sales process, account management and channel sales models
• Knowledge of cybersecurity, software, SaaS, or IT solutions preferred
• Strong relationship-building, communication, and stakeholder management skills
• Ability to identify cross-sell and upsell across customer accounts and develop partner growth strategies
• Proficiency with CRM systems (e.g., Salesforce) and pipeline management best practices
• Strong organizational skills with the ability to prioritize multiple initiatives and manage competing deadlines
• Analytical mindset with the ability to interpret sales data, identify trends, and drive business outcomes
• Self-motivated and able to work independently while collaborating effectively within a team environment
• Strong understanding of indirect sales models and the ability to influence and collaborate with partners to achieve customer success
• Experience working cross-functionally with Sales, Sales Engineering, Marketing, Customer Success, and Distribution teams

OTE for this role is $80k-$90K Experience:

Benefits

• Health & well-being
• Cigna Medical Plan
• Cigna Dental Plan
• EyeMed Vision Plan
• Reliance Standard Life Insurance
• Reliance Standard Long Term Disability Plan
• HealthJoy Employee Assistance Program
• Cigna Supplemental Insurance
• Lifestyle Spending Account
• Bi-Weekly Mediation Series
• On-site Gym and shower facilities
• Family Volunteer Day off
• Paid Time off
• Tuition Reimbursement
• Birthing Parent Match
• Pet Insurance
• Office Recreational Zone
• Coffee & Snacks
• Parking Benefit
• Other Benefit Hub - Discounts on travel, cars, electronics, etc…
• 401(k) retirement savings
• ESET's Charitable Contributions Program
• Referral Program

Primary location San Diego

Additional locations

Time type Full time

ESET® provides cutting-edge digital security to prevent attacks before they happen. By combining the power of AI and human expertise, ESET stays ahead of known and emerging cyberthreats — securing businesses, critical infrastructure, and individuals. Whether it’s endpoint, cloud or mobile protection, our AI-native, cloud-first solutions and services remain highly effective and easy to use. Driven by science, ESET technology includes robust detection and response, ultra-secure encryption, and multifactor authentication. With 24/7 real-time defense and strong local support, we keep users safe and businesses running without interruption. An ever-evolving digital landscape demands a progressive, evidence-based approach to security. ESET is committed to world-class scientific research and powerful threat intelligence, backed by R&D centers and a strong global partner network. ESET's purpose is not only to provides cutting-edge digital security, but also to actively contribute to a more innovative and responsible society in terms of education, science and research.

At ESET, diversity, equity, and inclusion (DEI) are integral to our corporate culture. We believe in creating a respectful environment, where everyone feels valued and respected, welcoming applications from individuals of all backgrounds, including race, gender, age, religion, disability, and sexual orientation.

Learn more about ESET.