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Channel Account Specialist

Formal· Sales
Apply on company site
San FranciscoFull-timePosted 9mo ago

About the role

Channel Account Specialist responsible for shaping Formal's relationships with channel partners, developing and executing partner strategies to drive growth and establish Formal as a leader in data security.

Responsibilities

  • Strategic Planning: Develop and implement a comprehensive channel strategy to drive revenue growth and expand the partner ecosystem.
  • Partner Recruitment: Identify, recruit, and onboard new channel partners, including resellers, distributors, and strategic alliances.
  • Relationship Management: Build and maintain strong, long-term relationships with key partners, serving as the primary point of contact and advocate for their needs.
  • Sales Enablement: Provide partners with the necessary tools, training, and resources to effectively sell and support our data security solutions.
  • Performance Management: Set performance metrics, monitor partner performance, and implement improvement plans as needed to ensure partners meet and exceed sales targets.
  • Marketing Collaboration: Work closely with the marketing team to develop and execute joint marketing campaigns and events that drive demand and generate leads through the channel.
  • Forecasting and Reporting: Provide accurate sales forecasts and regular performance reports to senior management, highlighting successes, challenges, and opportunities for growth.
  • Product Knowledge: Stay up-to-date with our product offerings and industry trends to effectively communicate value propositions to partners and end customers.
  • Cross-Functional Collaboration: Collaborate with internal teams, including sales, marketing, product management, and customer support, to ensure alignment and success of channel initiatives.

Qualifications

  • Minimum of 5 years of experience in channel sales or partner management, preferably in the data security or technology industry.
  • Demonstrated success in developing and managing a high-performing channel partner network within the security industry with a track record of achieving and exceeding sales targets.
  • Exceptional interpersonal and relationship-building skills, with the ability to influence and collaborate effectively with partners at all levels.
  • Strong strategic and analytical skills, with the ability to develop and execute effective channel strategies.
  • Excellent verbal and written communication skills, with the ability to present and articulate complex concepts clearly and persuasively.
  • Strong leadership and team management skills, with the ability to inspire and motivate both internal teams and external partners.
  • Ability to understand and communicate technical concepts related to data security solutions.
  • Willingness to travel as needed to meet with partners and attend industry events.

Skills

Required:Channel sales / partner managementStrategic planningRelationship management
Nice to have:Sales enablement

Benefits

  • 100% medical, dental & vision insurance coverage for you
  • Partially covered for your dependents
  • Flexible PTO
Last updated Jul 29, 2026. Interested? Apply on the company site.
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About Formal

The data security platform for datastores and APIs

Formal is the leading data security and infrastructure access platform that secures modern data stacks, helping security teams understand their organization's data schema in real-time, see where sensitive data is stored, how it's consumed across teams and services, and design access and encryption policies.

Data SecurityAPIsDatastoresSecurity
Company profileWebsite

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