New

Channel Account Manager

Thales Trusted Cyber Technologies
120,000-140,000
United States, D.C., Washington
Nov 25, 2025
Summary: The Channel Account Manager (CAM) is responsible for enabling, developing, and growing a high-performing partner ecosystem for Thales Trusted Cyber Technologies (TCT). The role aligns channel activities with TCT's Federal Systems Integrator (FSI)_ growth initiatives by supporting partner engagement, opportunity collaboration, and strategic positioning within the U.S> Federal market pursuits. This role builds and executes partner business plans, identifies joint operations, strengthens partner relationships, and drives increased sales of Thales TCT solutions into U.S. Federal; markets. Qualification Requirements: Education: Four Year college degree (B.A / B.S.). Experience: 10 years plus experience in working with US Govt. VARs, and Storage, Application, and cloud providers, with experience in security 5 years plus Channel sales experience in developing and implementing channel strategic plans and initiatives, ideally supporting federal programs or integrator aligned pursuits 2 years of related experience in a security, networking or infrastructure company preferably within a two tier distribution environment.. Skills: Strong communication skills are mandatory with the ability to engage with all levels of a partner organization. Knowledge of Date Center technology including cloud, on prem and edge products. Must be able to help partners prospect and profile opportunities that have potential for Thales TCT sales. Capable of developing and presenting interesting solutions strategies, meeting /exceeding customer requirements/expectations. Results oriented in customer situations comprising senior level management. Must have proven ability to work independently in a dynamic sales environment. Must demonstrate both personal integrity and the ability to exercise good judgment. Ability to perform job functions independently with limited supervision. Strong business planning skills and proven ability to execute and deliver a defined plan. Essential Duties and Responsibilities: include, but are not limited, to, the following: Partner Strategy & Development Enable partner community to sell Thales TCT solutions. Build and communicate a clear Thales TCT value proposition for target partners Analyze partner coverage in the region to identify gaps Establish and document joint opportunities for Partners and TCT account teams Build a business plan with the partners and gain executive commitment from partners to move forward. Facilitate joint Executive sponsorship. Align partner focus areas with emerging Federal System Integrator (FSI) strategies and priority federal programs Partner Enablement & Execution Develop and deliver partner enablement activities, including: product training, messaging, certification guidance, and deal registration process support. Create and execute joint go-to-market strategies with partners that complement developing FSI pursuit and program initiatives. Manage and maintain strong relationships with the channel/partners, Thales TCT sales team, Thales CSP and other Thales Groups, for continued business growth. Sales Collaboration Work closely with a mix of AE's, SE's, Distributor, and resale partners in development and revision of quotes. Identify partner-driven customer targets and align with TCT account teams. Keep management current on status and performance through regular communication, forecasts, agendas and reports. Coordinate with sales leadership to ensure partner activity reinforces account and FSI strategic priorities Scope of Responsibility: Manage partner Deal registration process Establish partner(s) account penetration plan with channel team. Build value proposition for each individual target partner. Identify and establish executive sponsorship with accounts. Identify jointly, with partner, customer target opportunities and technical assessment. Support alignment between partner engagement and evolving FSI strategic direction Location/Travel: Remote position, but must be able to commute to the MD/DC/VA area frequently. Occasional travel.