Account Executive 3, Channel Sales
RSA Security · United States
- Hybrid
- Full-time
- $175,000 / year
- United States
Job highlights
- Drive revenue growth via channel partners in North America.
- Build relationships with security integrators and resellers.
- Collaborate with field sales and partner teams.
- Execute go-to-market plans for security solutions.
- Monitor partner performance and pipeline health.
About the role
About RSA Security
RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.
For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to rsa.com.
Job Summary: Channel Sales Executive
The Channel Sales Executive is an experienced individual contributor responsible for driving revenue growth through RSA’s channel ecosystem in the US and Canada. This role focuses on working with national and regional channel partners to build pipeline, support partner-led opportunities, and expand RSA’s presence across enterprise and public sector customers.
Operating at a tactical to strategic level, the role collaborates closely with RSA field sales, partner sales teams, and regional stakeholders to execute go-to-market plans, position RSA’s identity-centric security solutions, and support sustainable channel growth in the North American market.
Principal Responsibilities
- Execute the North American channel sales strategy in alignment with regional sales objectives.
- Build and maintain strong relationships with national and regional channel partners, including security integrators, VARs, distributors and services-led partners.
- Support partner-led sales motions by identifying opportunities, qualifying pipeline, and progressing deals to closure.
- Collaborate with RSA field sales teams to ensure effective coverage and execution across named accounts and partner coverage.
- Contribute to joint partner account planning and go-to-market activities.
- Assist with partner enablement initiatives, including onboarding, training, and solution positioning.
- Monitor partner performance, pipeline health, and deal progression, providing regular updates to regional sales leadership.
- Act as a day-to-day point of contact for partner-related sales activity, escalating complex issues as required.
- Maintain awareness of trends, partner needs, and competitive activity within North American market.
Required Experience
- 5+ years of experience in cyber security market
- 5+ years experience in channel-led or indirect sales models.
- Proven experience working with security integrators, resellers, or strategic partners in an enterprise technology environment.
- Specific partner experience with CDW, Optiv, Cadre, Paragon Micro, others
- Demonstrated ability to create/build pipeline and close opportunities through partners.
- Experience selling cybersecurity and cloud-based solutions.
- Strong interpersonal and communication skills, with the ability to work effectively across multiple stakeholders.
- Bachelor’s degree or equivalent professional experience
- Willingness to travel
Desired Experience
- Exposure to identity security, Zero Trust, authentication, or risk-based security solutions.
- Experience working with solutions sold into large enterprises or public sector organizations
- Familiarity with regulatory, compliance, or digital transformation drivers.
- Experience operating in a tiered sales organization.
- Use of Salesforce.com
- MBA or related business degree
Key skills/competency
- Channel Sales
- Cybersecurity
- Identity and Access Management
- Sales Strategy
- Partner Management
- Pipeline Management
- Relationship Building
- Go-to-Market Strategy
- Cloud Solutions
- Enterprise Sales
Skills & topics
- Channel Sales Executive
- Cybersecurity Sales
- Identity and Access Management
- Channel Partner Management
- Sales Strategy
- Revenue Growth
- Enterprise Sales
- Cloud Security
- North America Sales
- RSA Security
How to get hired
- Tailor your resume: Highlight 5+ years in cybersecurity and channel sales, emphasizing partner experience with specific companies like CDW or Optiv.
- Craft a compelling cover letter: Showcase your ability to build pipeline and close deals through partners, and your understanding of cybersecurity and cloud solutions.
- Prepare for interviews: Be ready to discuss your experience in indirect sales models, your strategic approach to partner management, and your familiarity with identity security solutions.
- Demonstrate cultural fit: Emphasize your self-motivation, ability to thrive in a fast-paced environment, and your collaborative spirit when working with multiple stakeholders.
- Network strategically: Connect with current RSA employees on LinkedIn to gain insights into the team culture and hiring manager expectations.
Technical preparation
Behavioral questions
Frequently asked questions
- What is the expected salary range for the Channel Sales Executive position at RSA Security?
- The on-target earnings for the Channel Sales Executive role at RSA Security range from $150,000 to $175,000 annually. Sales team members are eligible to participate in company commission plans.
- What are the key responsibilities of the Channel Sales Executive at RSA Security?
- The Channel Sales Executive is responsible for driving revenue growth through RSA’s channel ecosystem by building pipeline, supporting partner-led opportunities, and expanding RSA’s presence with enterprise and public sector customers. This includes executing sales strategy, managing partner relationships, and collaborating with internal sales teams.
- What experience is required for the Channel Sales Executive role at RSA Security?
- Required experience includes 5+ years in the cybersecurity market and 5+ years in channel-led or indirect sales. Proven experience working with security integrators, resellers, or strategic partners, and a demonstrated ability to build pipeline and close opportunities through partners are essential. Experience selling cybersecurity and cloud-based solutions is also required.
- Does RSA Security offer benefits for this Channel Sales Executive position?
- Yes, RSA offers a comprehensive benefits package for eligible US employees, including flexible paid time off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions. Sales team members are eligible for commission plans.
- What is the desired experience for a Channel Sales Executive at RSA Security?
- Desired experience includes exposure to identity security, Zero Trust, authentication, or risk-based security solutions. Experience selling into large enterprises or public sector organizations, familiarity with regulatory drivers, and experience using Salesforce.com are also beneficial.
- What are the work locations for the Channel Sales Executive role at RSA Security?
- This Channel Sales Executive position is based in Illinois, Texas, and Colorado. The role requires a willingness to travel.
- How can I make my application stand out for the Channel Sales Executive position at RSA Security?
- To make your application stand out, highlight specific achievements related to channel sales, revenue growth, and partner relationship management. Quantify your successes whenever possible and tailor your resume and cover letter to directly address the 'Required Experience' and 'Desired Experience' sections of the job description.