Senior Channel Account Manager

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

📋 Description

• Take charge of the creation and implementation of a targeted VAR strategy.

• Identify, recruit, and engage high-potential resellers focused on security throughout the territory.

• Develop and oversee regional partner business plans while monitoring key KPIs such as partner-sourced pipeline and revenue contributions.

• Foster partner-sourced opportunities.

• Facilitate onboarding, sales enablement, and product training for regional VAR partners.

• Create go-to-market campaigns, coordinate joint events, and initiate demand generation programs.

• Assist field sales in co-selling efforts, lead sharing, and opportunity registration.

• Act as the main point of contact for VARs, cultivating robust executive and sales-level relationships.

• Conduct regular QBRs, pipeline assessments, and sales alignment meetings.

• Promote partner success through ongoing engagement, feedback mechanisms, and performance incentives.

• Collaborate with regional field teams to align on territory priorities, partner coordination, and deal execution.

• Partner with marketing on regional partner campaigns, event sponsorships, and content localization efforts.

• Work closely with sales operations and finance to manage territory forecasting, tracking, and partner ROI analysis.

⛳️ Requirements

• 8+ years of experience in channel sales or partner management within the cybersecurity or enterprise SaaS sectors.

• Demonstrated success in building and managing effective regional VAR relationships both locally and nationally.

• Established relationships with key partners, particularly GPS and Trace3.

• Strong grasp of reseller business models, sales cycles, and regional market dynamics.

• Exceptional communication and collaboration skills with experience in matrixed, cross-functional environments.

• Self-motivated individual who excels in a dynamic, startup atmosphere and is adept at building from the ground up.

• Willingness to travel throughout the U.S. as required (~25%).

🏝️ Benefits

• Competitive compensation package including equity and a 401k plan.

• Comprehensive healthcare coverage, including dental and vision benefits.

• Flexible paid time off policy along with paid holidays.

• 12 weeks of parental or family leave.

• Access to personal and professional development resources.