Channel Account Manager

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of and expand a portfolio of enterprise channel partners located in the Eastern US.

• Foster relationships with partner sales, technical, and leadership teams.

• Generate partner-sourced pipeline and revenue in collaboration with Censys account executives.

• Implement joint sales initiatives and strategic account plans.

• Engage partners through account mapping, enablement, joint prospecting, opportunity development, and pipeline assessments.

• Create and execute collaborative go-to-market strategies, campaigns, events, webinars, and enterprise sales initiatives.

• Identify and cultivate enterprise opportunities, assisting partners in positioning Censys early in the sales process.

• Drive expansion of Censys within current customer accounts.

• Assist with deal registration, procurement, and various channel processes.

• Work in partnership with sales, marketing, solutions engineering, product, legal, and operations teams.

• Represent Censys at cybersecurity, enterprise, and channel events throughout the Eastern US.

• Provide reports on partner performance, pipeline, market opportunities, and the regional channel strategy.

⛳️ Requirements

• A minimum of 5 years of experience in channel sales or partner management, demonstrating a successful history of driving revenue via indirect sales strategies.

• Required experience in the cybersecurity industry.

• Proven experience selling through VARs, distributors, or other channel partners.

• Familiarity with working alongside enterprise customers and channel partners in the Eastern US market.

• Excellent communication, collaboration, negotiation, and relationship-building abilities.

• Capability to engage with stakeholders across all levels.

• Highly organized and self-motivated, capable of managing multiple partners, opportunities, countries, and priorities.

• Comfortable working across various cultures, markets, and time zones.

• Willingness to travel for partner and company events.

🏝️ Benefits

• Equity

• Health, dental & vision coverage

• Retirement with company contribution

• Parental leave

• Mental health & wellness benefits

• Flexible PTO

• Professional development stipend

• Sales incentive pay for most sales roles

• Location-specific benefits for employees outside the US