Channel Account Manager

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

📋 Description

• Establish and cultivate long-lasting relationships with channel partners.

• Act as the main point of contact for designated partners in the Western U.S.

• Formulate and implement joint business strategies to meet revenue goals and broaden market presence.

• Drive sales through channel partners by pinpointing opportunities, managing sales pipelines, and collaborating on deal closures.

• Track and report partner performance metrics, such as indirect revenues, pipeline generation, and deal registrations, utilizing CRM tools.

• Collaborate with resellers and Managed Service Providers (MSPs) to generate demand and finalize impactful deals.

• Provide training, certifications, and resources for partners.

• Equip partners with comprehensive product knowledge, sales tools, and marketing materials.

• Facilitate access to technical support, pre-sales engineering, and customer success teams.

• Design and manage channel programs, incentives, deal registrations, and market development funds.

• Work with marketing on co-branded campaigns and promotional materials.

• Ensure partner adherence to channel program guidelines and agreements.

• Collaborate with sales, marketing, engineering, product, and customer success teams.

• Relay partner feedback to product teams to guide the product roadmap.

• Coordinate with field sales teams to address channel conflicts and provide seamless customer experiences.

• Keep abreast of cybersecurity trends, competitor activities, and market opportunities.

• Identify and recruit new partners in high-growth markets and industries.

• Analyze partner performance data to refine channel strategies and enhance ROI.

⛳️ Requirements

• 3-5+ years of experience in channel sales, partner management, or business development, preferably in cybersecurity, SaaS, or IT solutions.

• Demonstrated success in driving revenue growth through channel partners in the Western U.S. market.

• Experience engaging with resellers, distributors, Value-Added Resellers (VARs), or MSPs within a B2B technology setting.

• Strong skills in relationship building and interpersonal communication.

• Exceptional communication and presentation skills.

• Proficient in using CRM tools (e.g., Salesforce) and partner management platforms.

• Ability to succeed in a fast-paced, remote work environment, demonstrating strong organizational and time-management skills.

• Familiarity with cybersecurity, vulnerability management, or Cyber Threat Exposure Management (CTEM) markets is advantageous.

• Self-driven, results-oriented, and capable of working independently in a remote environment.

• Strategic thinker with a proactive approach to problem-solving.

• Adaptable to the changing needs of partners and the evolving cybersecurity landscape.

• Established network of contacts within the cybersecurity or IT channel ecosystem in the Western U.S. is preferred.

• Experience with channel programs similar to those of leading cybersecurity companies is preferred.

• Knowledge of AI-driven security solutions or vulnerability management platforms is preferred.

🏝️ Benefits

• Flexible Paid Time Off (PTO).

• Health insurance options (medical, dental, vision).

• Monthly allowance for phone and internet expenses.

• 401(k) plan.

• Flexible spending account.

• Home office allowance upon joining.

• Access to cutting-edge AI models, including Claude.