Channel Account Manager

Channel Account Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Channel Account Manager based in United States. This role is responsible for building and expanding strategic channel partnerships across the U.S. market. You will drive revenue growth through resellers, distributors, VARs, MSPs, and other technology partners while expanding market reach. The position combines relationship management, pipeline development, partner enablement, and channel-program execution. You will work closely with Sales, Marketing, Engineering, Product, and Customer Success to align partner strategies and deliver strong customer outcomes. The role also provides an opportunity to influence product direction through partner feedback and market intelligence. You will operate in a fast-paced, remote environment where autonomy, strategic thinking, and measurable results are highly valued. Success requires strong cybersecurity or technology-market knowledge, excellent partner engagement skills, and a proactive approach to business development.

Accountabilities:

• Partner relationship management: Build and maintain long-term relationships with channel partners, serving as the primary point of contact and identifying opportunities to improve partner engagement, performance, and growth.
• Joint business planning: Develop and execute business plans with partners to achieve revenue targets, expand market coverage, and strengthen opportunities within the cybersecurity and exposure-management space.
• Revenue generation: Drive sales through channel partners by identifying opportunities, managing pipelines, supporting deal progression, and collaborating on high-impact deal closures.
• Performance management: Track and report partner performance metrics, including indirect revenue, pipeline generation, deal registrations, and other relevant indicators through CRM and partner-management tools.
• Partner enablement: Deliver training, certifications, product education, sales resources, and marketing materials that enable partners to effectively position and support the solution portfolio.
• Partner support: Coordinate access to technical support, pre-sales engineering, and customer success resources to help partners and their customers achieve successful outcomes.
• Channel programs: Implement and manage channel initiatives such as incentives, deal registration, and market development funds to encourage partner performance and growth.
• Co-marketing: Collaborate with Marketing to develop co-branded campaigns, materials, and demand-generation initiatives tailored to channel partners and their markets.
• Cross-functional collaboration: Partner with Sales, Marketing, Engineering, Product, and Customer Success to align channel priorities with broader business objectives and ensure a seamless customer experience.
• Product feedback: Gather partner insights and communicate market feedback to Product teams to help inform product improvements and roadmap priorities.
• Channel conflict management: Coordinate with field sales teams to manage channel conflicts, clarify ownership, and maintain productive partner relationships.
• Market intelligence: Monitor cybersecurity trends, competitor activity, and emerging market opportunities to refine partner strategies and identify areas for growth.
• Partner recruitment: Identify and recruit new partners in high-growth markets and verticals to expand channel coverage.
• Strategy optimization: Analyze partner performance data and market information to improve channel strategies, maximize ROI, and identify new growth opportunities.

Requirements

• Experience: 35+ years of experience in channel sales, partner management, or business development, ideally within cybersecurity, SaaS, IT solutions, or another B2B technology environment.
• Revenue track record: Demonstrated success driving revenue growth through channel partners in the U.S. market.
• Partner ecosystem experience: Experience working with resellers, distributors, VARs, MSPs, or similar technology-channel organizations.
• Relationship management: Strong interpersonal and relationship-building skills with the ability to manage diverse partner ecosystems and establish long-term commercial relationships.
• Communication: Excellent written, verbal, and presentation skills, with the ability to clearly communicate complex technology value propositions to partners and customers.
• CRM proficiency: Experience using CRM systems such as Salesforce and partner-management platforms to manage pipelines, performance, and partner activity.
• Cybersecurity knowledge: Familiarity with cybersecurity, vulnerability management, or Continuous Threat Exposure Management (CTEM) is a plus.
• Strategic thinking: Ability to develop partner strategies, identify commercial opportunities, and proactively solve challenges affecting partner success.
• Organization: Strong time-management and organizational skills, with the ability to manage multiple partners, opportunities, and priorities in a remote environment.
• Autonomy: Self-motivated and results-oriented, with the ability to work independently while maintaining strong collaboration across teams.
• Adaptability: Comfortable working in a rapidly evolving technology and cybersecurity environment and responding effectively to changing partner and market needs.
• Preferred network: An established network of contacts within the cybersecurity or IT channel ecosystem in the U.S. is advantageous.
• Preferred experience: Experience with channel programs used by leading cybersecurity companies, as well as familiarity with AI-driven security solutions or vulnerability-management platforms, is a plus.

Benefits

• Remote work: Remote position within the United States.
• Paid time off: Flexible PTO.
• Healthcare: Medical, dental, and vision insurance plans.
• Internet and phone support: Monthly stipend for phone and internet expenses.
• Retirement: 401(k).
• Flexible spending: Flexible spending account.
• Home office: Home office stipend for new employees.
• AI tools: Access to advanced AI models and tools to support productivity and AI-first ways of working.
• Professional environment: Opportunity to work with cross-functional teams across Sales, Marketing, Engineering, Product, and Customer Success within a fast-paced cybersecurity environment.