Channel Account Manager

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

📋 Description

• Recruit, onboard, and cultivate high-value channel partners in alignment with Dropzone AI’s growth strategy.

• Establish trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders.

• Create joint business plans that include revenue objectives, pipeline targets, enablement priorities, and go-to-market initiatives.

• Drive the pipeline sourced and influenced by partners through account mapping, prospecting, campaigns, events, and field engagement.

• Empower partner sales and technical teams to effectively position, demonstrate, and sell Dropzone AI solutions.

• Work collaboratively with direct sales teams on partner opportunities and coordinated account strategies.

• Assist partners with opportunity qualification, solution positioning, deal strategy, and closing processes.

• Ensure accurate maintenance of partner, pipeline, and opportunity data within CRM and partner management systems.

• Monitor partner performance and provide forecasts, reports, and business reviews.

• Collect partner and market feedback to inform sales, marketing, and product strategies.

• Represent Dropzone AI at partner meetings, industry conferences, enablement sessions, and customer events.

• Contribute to the refinement of channel programs, incentives, processes, and resources as the partner organization expands.

⛳️ Requirements

• Over 5 years of experience in channel sales, partner management, business development, or enterprise technology sales.

• Proven success in developing productive partner relationships and generating revenue through channel-driven efforts.

• Experience collaborating with value-added resellers, solution providers, distributors, managed service providers, or technology partners.

• Strong grasp of channel sales models, partner economics, deal registration, and joint go-to-market planning.

• Capable of building relationships and influencing stakeholders at both executive and field levels.

• Exceptional communication, presentation, negotiation, and relationship-management skills.

• Solid business judgment with the ability to prioritize partners and opportunities based on strategic and revenue potential.

• Experience working alongside sales, marketing, technical, and customer-facing teams.

• Comfortable operating in a fast-paced, high-growth environment with shifting priorities.

• Willingness to travel for partner meetings, enablement sessions, and industry events as required.

• Possess an early-stage startup mindset; ability to thrive in ambiguity and execute swiftly.

• Data-driven approach to decision-making.

• Nice to have: Background in cybersecurity, security operations, artificial intelligence, SaaS, or enterprise software.

• Nice to have: Established network within the cybersecurity channel ecosystem.

• Nice to have: Familiarity with security operations centers, threat detection and response, SIEM, SOAR, or similar security technologies.

• Nice to have: Experience in building or scaling an early-stage channel program.

• Nice to have: Familiarity with CRM and partner relationship management platforms.

🏝️ Benefits

• Company-provided equipment.

• Company-paid health insurance.

• 401K Plan with employer match.

• Self-Managed PTO.

• Parental leave.

• Significant above-market new hire equity grants.

• Potential bonuses / variable pay ranging from $80,000–$100,000 USD.

• 100% remote work from home.

• Occasional travel to professional office settings and other events locally and nationally, with some overnight travel expected.