Channel Account Manager

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Expand Binalyze’s VAR and reseller network.

• Activate currently signed VAR and reseller partners while enhancing the partner ecosystem.

• Establish commercial partnerships with key partners and their sales teams.

• Develop and implement joint business strategies with defined pipeline and revenue objectives.

• Foster mindshare to ensure Binalyze is prominently represented by partner sellers.

• Identify, assess, and advance opportunities within partner customer networks.

• Collaborate with Binalyze sellers on strategic joint ventures when suitable.

• Empower partners to discover, cultivate, and finalize their own Binalyze opportunities over time.

• Selectively recruit new partners to address specific capability, coverage, or market gaps.

• Conduct regular reviews of partner pipelines and performance.

• Evaluate success through active partners, pipeline generated by partners, and partner-generated ARR.

• Collaborate with Binalyze technical teams to provide effective technical training to partners.

⛳️ Requirements

• Demonstrated experience in channel, partner, alliances, or indirect sales within B2B SaaS, cybersecurity, or enterprise technology.

• Proven history of engaging VAR, reseller, or MSSP partners and generating partner-sourced or partner-influenced revenues.

• Experience in creating and implementing joint business plans, including pipeline, revenue objectives, and performance assessments.

• Strong commercial sales acumen with the ability to mentor partner sellers through qualification, deal progression, and closure.

• Confidence in collaborating with direct sales teams while prioritizing a partner-first strategy.

• Capacity to cultivate relationships with sales leaders and front-line sellers.

• A data-driven mindset regarding pipeline management, conversion rates, and ARR.

• Exceptional communication, negotiation, and stakeholder management abilities.

• Experience in cybersecurity, digital forensics, incident response, SOC, EDR, or related security technologies is advantageous.

• Familiarity with MSSPs or security-oriented VARs and resellers is a plus.

• Experience in building or scaling an indirect sales model in a rapidly growing SaaS environment is beneficial.

• Knowledge of CRM and partner management systems is desirable.

• Legally authorized to work in the specified country for this role.

• Over 5 years of direct experience in developing and executing channel go-to-market strategies in EMEA, particularly in generating new partner-sourced pipelines for B2B SaaS or Cybersecurity solutions.

🏝️ Benefits

• Generous annual leave, including well-being days and a day off for your birthday.

• Private medical insurance, with family coverage included.

• Support for home office setup.

• Monthly allowances for well-being and entertainment.

• Well-being assistance through Oli.

• Fully remote and flexible work arrangements.

• Benefits customized by location.