Channel Account Manager, DACH

About Horizon3.ai Horizon3.ai is a fast-growing cybersecurity company on a mission to help organizations proactively find, fix, and verify exploitable attack vectors before adversaries exploit them. Our flagship platform, NodeZero™ , delivers production-safe autonomous pentesting and attacker-centric validation across internal, external, cloud, and hybrid environments. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and cybersecurity practitioners who were tired of ineffective tools, alert fatigue, blind spots, and “checkbox security.” We operate with a culture of respect, collaboration, ownership, and results, and we’re looking for a Channel Account Manager who thrives in fast-moving, high-growth environments. What You’ll Do As a Channel Account Manager for DACH , you will own and grow a portfolio of channel partners (VARs, distributors, MSSPs/MSPs, and strategic alliances) to drive net-new revenue and expand Horizon3.ai’s presence in the region. Core Responsibilities Own and grow relationships with key German speaking channel partners, acting as the primary point of contact for business planning, pipeline development, and ongoing account management. Build and execute a joint go-to-market plan with this strategic partner, including sales plays, campaigns, enablement, and executive alignment. Recruit, onboard, and enable additional partners in the DACH territory, to complement and extend the impact of the strategic reseller relationship. Drive partner-sourced and partner-influenced pipeline by building joint account plans, campaigns, and activities with top regional partners. Collaborate closely with Regional Sales, SEs, and Marketing to execute DACH channel strategies, including co-selling, co-marketing, and events. Manage the full partner sales motion from opportunity identification through qualification, POV (proof of value), negotiation, and close in collaboration with account executives. Maintain accurate partner opportunity, contact, and activity data in Salesforce (SFDC) and related tools, ensuring forecast accuracy and pipeline hygiene. Deliver ongoing partner training and enablement on NodeZero™, including sales plays, messaging, and competitive positioning tailored to the DACH market. Run quarterly business reviews (QBRs) with strategic and growth partners to inspect pipeline, progression, and joint marketing and investment plans. Collect and share partner and customer feedback to influence product roadmap, pricing, and channel programmes. Champion Horizon3.ai’s channel strategy internally, advocating for DACH partner needs while reinforcing partner-first behaviours across the GTM organisation. What You’ll Bring 5+ years of experience in a channel-focused role (Channel Account Manager, Channel Sales, Partner Manager, Alliances, or similar) in cybersecurity, InfoSec, or B2B SaaS . Demonstrated success building and monetising strategic reseller relationships in the DACH region, ideally include activating a large, national VAR or systems integrator. Proven track record of consistently exceeding revenue targets through partner-sourced and partner-influenced deals. Deep understanding of channel sales motions in the DACH market, including joint account planning, MDF/marketing campaigns, co-selling, and deal registration. Experience partnering with field and commercial AEs to drive joint opportunities and improve win rates. Strong sales process discipline – able to manage multiple deals simultaneously, run structured POVs, and negotiate complex opportunities. Excellent communication and presentation skills, comfortable in both virtual and in-person meetings with partners and end-customers. Proficiency with Salesforce (SFDC) and common sales/marketing tools (e.g., CRM, Outreach, LinkedIn Sales Navigator, ZoomInfo, Slack). Fluent in English and German ; additional European languages are a plus. Bachelor’s degree or equivalent work experience required. Travel Required This is a remote role based in Germany. You can expect up to ~40% travel within the German speaking region (and occasionally wider EMEA) for partner meetings, customer visits, and events, as needed for success. Job-related travel expenses are reviewed and must be approved by your manager. Perks of Horizon3.ai Inclusive team: We value diversity and promote an inclusive culture where everyone can thrive. Growth opportunities: Be part of a dynamic and growing team with numerous career development opportunities. Innovative culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. Remote-first: Enjoy the flexibility to work in the way that supports you and brings out your best. Competitive compensation: Competitive salary, equity, and benefits, including health, vision & dental insurance for you and your family, flexible vacation, and generous parental leave. Compensation and Values At Horizon3.ai, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognised and compensated equitably across roles, levels, and locations. You Belong Here Horizon3.ai is not just an equal opportunity employer – we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, colour, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, hair length or any other status protected by law. We believe diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Other Duties Please note: this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice. #J-18808-Ljbffr