Channel Account Manager, DIB/MSSP

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

📋 Description

• Responsible for achieving annual objectives for new MSSP, MSP, RPO, and C3PAO partners catering to defense contractors.

• Identify potential partners through proactive outreach, engagement with the CMMC practitioner community, and participation in industry events.

• Evaluate partners based on their DIB client base, exposure to CUI, GCC High or enclave practice, and their readiness to sell.

• Negotiate and finalize referral, co-sell, and resell agreements.

• Guide new partners through their initial transaction and assist them in progressing towards independent sales.

• Develop and manage the partner certification pathway in collaboration with the channel sales engineer.

• Equip partner sales representatives to effectively present arguments for isolation and scope reduction.

• Oversee partner content, deal registration, partner portal, and enablement schedule.

• Accurately forecast partner-generated and partner-influenced revenue in Salesforce.

• Conduct joint business planning and quarterly reviews with key partners.

• Collaborate with Hypori account executives and sales engineers for co-selling into partner client bases.

• Work alongside Carahsoft on distribution and procurement strategies.

• Partner with Marketing on campaigns, co-branded materials, and events.

• Provide monthly reports on recruitment efforts, time to first transaction, pipeline status, and revenue categorized by tier.

• Assist in creating a wider security reseller and solution provider network.

• Report directly to the VP of Commercial Sales.

⛳️ Requirements

• Minimum of 5 years experience in channel sales or partner management within a cybersecurity, infrastructure, or SaaS organization.

• Proven experience in developing a DIB-focused MSP or MSSP partner program.

• Demonstrated success in recruiting and activating MSP or MSSP partners from contract signing to their first transaction and beyond.

• Established relationships within the MSP, MSSP, or CMMC practitioner ecosystem that serves the DIB.

• Knowledgeable in CMMC 2.0 and NIST SP 800-171, including distinctions between CUI and FCI, the five asset categories, SPRS scoring, and DFARS 7012 requirements.

• Proven history of meeting or exceeding partner-sourced or partner-influenced revenue goals.

• Experience in creating enablement materials.

• Familiar with deal registration processes, partner portals, and margin structures.

• Strong proficiency in Salesforce and maintaining pipeline integrity.

• Remote position based in the United States, with travel requirements of up to 40 percent for partner engagements and industry events.

• Technical expertise adequate to discuss topics such as isolation, scope reduction, CMMC, NIST SP 800-171, Microsoft 365 GCC High, endpoint/mobile technologies, Hypori architecture, deployment scoping, licensing, accreditations, MSP operations, RMM/PSA platforms, per-seat packaging, margins, and multi-tenant administration.

• CMMC CCP or CCA certification is advantageous.

• Previous experience at an MSP, MSSP, RPO, or C3PAO that serves defense contractors is preferred.

• Military service or civilian experience with the Department of War is preferred.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

• Parental leave benefits.

• Life insurance and disability coverage.

• 401(k) plan featuring employer-matching contributions that begin on the first day of employment.

• Performance bonuses primarily based on overall company performance.

• Equity opportunities.

• Uncapped variable compensation with accelerators for exceeding 100 percent of targets.

• Investment in tools and skills development for employees.

• Reasonable accommodations for applicants with disabilities.