Channel Account Manager

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

📋 Description

• Manage a portfolio of strategic channel partners, which includes VARs, solution providers, and resellers focused on cybersecurity.

• Formulate and implement joint business plans that encompass revenue objectives, target accounts, pipeline strategies, enablement priorities, and partner results.

• Foster a pipeline sourced and influenced by partners, guiding opportunities from identification to closure.

• Work closely with direct sales teams on account management, co-selling efforts, resolving channel conflicts, and accelerating deal progress.

• Equip partners to effectively position, showcase, sell, and support HiddenLayer’s AI security platform.

• Plan and facilitate collaborative go-to-market initiatives, including field events, campaigns, webinars, account mapping, and partner marketing activities.

• Conduct partner business reviews and relay performance results against established goals.

• Convert partner feedback into actionable insights for internal teams.

• Oversee deal registration, track partner opportunities, and manage forecasting and reporting activities.

• Advocate for partners within the organization and ensure stakeholders uphold shared commitments.

• Enhance channel processes, enablement programs, tools, and playbooks as the business evolves.

⛳️ Requirements

• Minimum of 5 years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, ideally within the realms of cybersecurity, cloud security, or enterprise technology.

• Demonstrated success in building relationships with VARs, solution providers, distributors, GSIs, or other technology partners, and generating quantifiable pipeline or revenue through the channel.

• Experience in managing strategic partners, such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations.

• Deep understanding of partner-led, co-selling, and sales-led growth strategies, including account mapping, deal registration, partner influence, and channel forecasting.

• Capacity to collaborate with direct sales teams and cross-functional stakeholders while maintaining ownership and accountability.

• Exceptional communication, presentation, negotiation, and relationship-building abilities.

• Comfortable working in an environment without a fully developed playbook and crafting practical, repeatable processes.

• Strong business acumen and skills in data-driven prioritization.

• Proficient in Salesforce and familiar with partner relationship management, deal registration, and partner performance reporting tools.

• Willingness to travel occasionally for partner meetings, customer engagements, and industry or company events.

🏝️ Benefits

• Fully remote global team.

• Generous stipend for home office setup.

• Annual upgrades for home office equipment.

• Monthly stipends for internet and phone expenses.

• Five health insurance options, several of which are fully subsidized by HiddenLayer.

• Vision benefits.

• Dental benefits.

• 401(k) offerings.

• Unlimited and flexible paid time off for salaried employees.

• 15 paid company holidays.

• A dedicated fund for learning and development, covering training, conferences, certifications, and industry events.

• Planned company gatherings a few times each year.

• An equal opportunity employer dedicated to diversity, equity, and inclusion.