Senior Channel Account Manager

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

📋 Description

• Manage a dedicated partner portfolio that includes VARs, distributors, and MSSPs, driving established joint business plans with specified accounts, a committed pipeline, and quarterly milestones.

• Guide focus partners towards independent lead generation, technical positioning, and the provision of their own platform services.

• Facilitate account mapping between focus partners and each POD.

• Develop managed and professional services partners into sustainable revenue streams.

• Collaborate with Sales leadership regarding coverage and compensation issues for service providers operating across POD boundaries.

• Surpass quarterly partner-sourced pipeline and bookings objectives.

• Involve the appropriate partner in opportunities, safeguard deal economics, and navigate channel conflicts.

• Ensure that deal registrations, transacting partners, and channel path data are precise and comprehensive.

• Present per-partner metrics and focus partner insights during POD QBRs, Americas business reviews, and global channel reporting.

• Selectively recruit partners to fill coverage, vertical, or capability gaps.

• Oversee commercial and public sector distributors to enhance recruitment, enablement, and ensure smooth transaction flow.

• Assume responsibility for partner sales and technical enablement strategies; monitor certification and competency levels.

• Create and implement joint campaigns, demand generation initiatives, event programs, MDF planning, and ROI reporting in collaboration with Marketing.

• Participate in partner summits, industry trade shows, and OT/IT security conferences.

• Stay informed about trends in OT, IoT, CPS security, and the competitive landscape.

• Carry out other responsibilities as assigned by the Head of WW Channel.

⛳️ Requirements

• Extensive channel sales experience within a cybersecurity, infrastructure, or enterprise software vendor context.

• Proven track record of consistently exceeding partner-sourced pipeline and bookings targets in North America.

• Demonstrated ability to transform a partner from low productivity into a significant revenue contributor.

• Established, current relationships within the North American security channel, including VARs, security-focused solution providers, distributors, and system integrators.

• Working knowledge of OT, ICS, and critical infrastructure sectors.

• Experience in designing and managing partner enablement and certification initiatives.

• Capable of functioning in a lean, high-accountability environment with limited support and fluctuating priorities.

• Strong commercial and operational discipline, ensuring clean CRM hygiene and accurate forecasting.

• Ability to construct and defend a partner business case using data.

• Exceptional written and verbal communication skills.

• Proficiency in working effectively as a remote employee.

• Willingness to travel extensively, often with little notice.

• Bachelor's degree, Master's degree, or equivalent experience.

• Background in building an MSSP or managed services partner framework would be an asset.

• Experience with OT OEM, automation vendors, or industrial technology partnerships is preferred.

• Familiarity with a POD, pod-based, or segment-aligned sales model would be highly beneficial.

• Knowledge of the OT and CPS security competitive landscape is advantageous.

• Successful candidates must undergo background verification checks.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Disability insurance

• 401(k) plan

• Employer matching program

• Flexible paid time off

• Paid holidays

• Paid parental leave

• Health & Wellness benefits

• Financial benefits

• Work-Life Balance benefits

• Unparalleled Flexible Time-Off