Channel Account Manager

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.