Channel Account Manager

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

📋 Description

• Develop and nurture relationships with key German-speaking channel partners, serving as the main point of contact for business planning, pipeline development, and continuous account management.

• Create and implement a collaborative go-to-market strategy with this strategic partner, incorporating sales initiatives, campaigns, enablement, and executive alignment.

• Recruit, onboard, and empower additional partners within the DACH region to enhance and extend the effectiveness of the strategic reseller partnership.

• Generate partner-sourced and partner-influenced pipeline by formulating joint account plans, campaigns, and activities with leading regional partners.

• Work closely with Regional Sales, SEs, and Marketing to carry out DACH channel strategies, including co-selling, co-marketing, and events.

• Oversee the entire partner sales process from opportunity identification through qualification, proof of value (POV), negotiation, and closure in collaboration with account executives.

• Ensure accurate tracking of partner opportunities, contacts, and activity data in Salesforce (SFDC) and related tools, maintaining forecast accuracy and pipeline integrity.

• Provide continuous partner training and enablement on NodeZero™, including sales strategies, messaging, and competitive positioning tailored to the DACH market.

• Conduct quarterly business reviews (QBRs) with strategic and growth partners to assess pipeline, progress, and joint marketing and investment strategies.

• Gather and disseminate partner and customer feedback to inform product roadmap, pricing, and channel programs.

• Advocate for Horizon3.ai’s channel strategy internally, representing DACH partner interests while promoting partner-centric behaviors across the GTM organization.

⛳️ Requirements

• 5+ years of experience in a channel-oriented role (Channel Account Manager, Channel Sales, Partner Manager, Alliances, or similar) within cybersecurity, InfoSec, or B2B SaaS.

• Proven success in building and monetizing strategic reseller relationships in the DACH region, preferably with experience in activating a substantial national VAR or systems integrator.

• A demonstrated history of consistently surpassing revenue targets through partner-sourced and partner-influenced transactions.

• In-depth knowledge of channel sales processes in the DACH market, including joint account planning, MDF/marketing campaigns, co-selling, and deal registration.

• Experience collaborating with field and commercial AEs to drive joint opportunities and enhance win rates.

• Strong sales process discipline – capable of managing multiple deals concurrently, conducting structured POVs, and negotiating complex opportunities.

• Exceptional communication and presentation abilities, comfortable in both virtual and in-person interactions with partners and end-customers.

• Proficient in Salesforce (SFDC) and standard sales/marketing tools (e.g., CRM, Outreach, LinkedIn Sales Navigator, ZoomInfo, Slack).

• Fluent in English and German; additional European languages are an advantage.

• Bachelor’s degree or equivalent professional experience is required.

🏝️ Benefits

• Inclusive team: We embrace diversity and foster an inclusive culture where everyone can succeed.

• Growth opportunities: Join a dynamic and expanding team with a wealth of career development prospects.

• Innovative culture: Engage in a collaborative environment that promotes creativity and innovative thinking.

• Remote-first: Enjoy the flexibility to work in a manner that best supports you and maximizes your performance.

• Competitive compensation: We offer a competitive salary, equity, and benefits, including health, vision & dental insurance for you and your family, flexible vacation, and generous parental leave.