Channel Account Manager

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

📋 Description

• Oversee and enhance relationships with existing cybersecurity resellers, emerging partners, and distribution partners.

• Act as the main contact for designated reseller and distribution partners.

• Identify, recruit, onboard, enable, and engage emerging partners.

• Manage collaborative initiatives with Ingram Micro, Carahsoft, Liquid PC, and other distribution partners.

• Develop and implement annual and quarterly joint business strategies.

• Create partner activation plans that encompass training, certifications, account mapping, demand generation, opportunity creation, and performance evaluation.

• Provide sales training and enablement for reseller and distributor teams.

• Work together on identifying, qualifying, registering, and closing opportunities.

• Enhance forecast accuracy and expedite sales cycles.

• Generate partner-sourced pipelines via account mapping, seller engagement, campaigns, events, and collaborative go-to-market efforts.

• Collaborate with sales, marketing, operations, finance, and technical teams.

• Monitor partner and distributor KPIs and implement strategies for improvement.

• Facilitate partner programs, incentives, marketing development funds, campaigns, and events.

• Analyze market trends, competitor activities, and partner feedback to guide go-to-market strategies.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, or a related field (MBA preferred).

• Over 5 years of experience in channel management, partner development, distribution management, or sales within the cybersecurity or enterprise technology sectors.

• Proven track record of driving revenue growth through strategic partner initiatives, recruitment, enablement, and collaboration.

• Experience in developing new or emerging partners from recruitment to activation, pipeline creation, and measurable revenue impact.

• In-depth understanding of VAR, MSP, public-sector reseller, and distributor business models.

• Capability to work with established strategic partners and emerging partners that require hands-on development and support.

• Exceptional communication, negotiation, and relationship-building skills, including engagement with senior-level stakeholders.

• Strong skills in cross-functional collaboration across sales, marketing, operations, finance, and technical teams.

• Data-driven approach to analyze partner performance metrics and devise actionable plans.

• Excellent organizational skills, sound business judgment, and a results-oriented mindset.

• Willingness to travel up to 30–40% of the time.

• Preferred: Experience with Ingram Micro, Carahsoft, Liquid PC, or similar distributors.

• Preferred: Experience in recruiting, onboarding, enabling, and scaling emerging channel partners.

• Preferred: Experience in developing partner-sourced pipelines through account mapping, campaigns, seller engagement, events, or joint go-to-market initiatives.

• Preferred: Familiarity with public-sector distribution and reseller ecosystems.

• Preferred: Knowledge of IAM, MFA, phishing-resistant authentication, or broader cybersecurity markets.

🏝️ Benefits

• Flexibility to work 100% remotely or in a hybrid/onsite model.

• Health, dental, and vision insurance; the employer covers 100% of the employee premium and 85% of family premiums.

• 401(k) plan with a dollar-for-dollar match up to 6%, capped at $6,000 annually; immediate vesting.

• $1,200 wellness reimbursement.

• $3,000 annual stipend for professional development.

• Mentorship program available.

• 15 vacation days, 10 holidays, and 7 sick days provided each year.

• Paid parental leave of 8 weeks for all parents; birthing parents receive an additional 8 weeks.

• Commuter benefits offered.

• Employee Resource Groups to support diverse communities.

• Virtual workspace and social connection initiatives.

• Strong commitment to mission and company values.