Channel Account Manager

Job description

**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 growing revenue and market reach through a diverse network of cybersecurity resellers, distributors, and emerging channel partners. You will own strategic partner relationships while identifying and activating new partners across priority markets, customer segments, and use cases. The position combines channel strategy, partner enablement, joint business planning, pipeline development, and sales execution. You will work closely with sales, marketing, operations, finance, and technical teams to turn partner relationships into measurable commercial results. A key focus will be strengthening distribution alignment, accelerating opportunities, and improving partner performance. This is an opportunity for a results-oriented channel professional to play a meaningful role in expanding adoption of security solutions across the U.S. market. ### Accountabilities: - Serve as the primary point of contact for assigned reseller and distribution partners, building trusted relationships and aligning on shared business objectives. - Identify, recruit, onboard, enable, and activate emerging channel partners capable of expanding market coverage and generating incremental pipeline and revenue. - Manage relationships and joint initiatives with major distribution partners, improving recruitment, enablement, operational execution, pipeline visibility, and revenue growth. - Develop and execute annual and quarterly joint business plans focused on growth, solution adoption, partner enablement, and measurable market engagement. - Create structured activation plans for new and underdeveloped partners, covering training, certifications, account mapping, demand generation, opportunity creation, and performance expectations. - Deliver targeted sales enablement and training programs that equip partner teams to effectively position and sell security solutions. - Collaborate with partner sellers, distributor teams, and internal sales stakeholders to identify, qualify, register, and close opportunities while improving forecast accuracy and sales velocity. - Build partner-sourced pipeline through account mapping, seller engagement, campaigns, events, and other joint go-to-market activities. - Coordinate with sales, marketing, operations, finance, and technical teams to support partner initiatives, resolve issues, and deliver a consistent partner experience. - Track partner performance against revenue, pipeline, enablement, engagement, and activation KPIs, identifying gaps and implementing improvement plans. - Support partner programs, incentives, marketing development funds, campaigns, and events while measuring their commercial impact. - Monitor market trends, competitive activity, and partner feedback to strengthen channel strategy and refine the value proposition. **Requirements:** - Bachelor’s degree in Business, Marketing, or a related field; an MBA is a plus. - 5+ years of experience in channel management, partner development, distribution management, or sales within cybersecurity or enterprise technology. - Demonstrated success driving revenue through strategic partner initiatives, recruitment, enablement, and collaborative go-to-market programs. - Experience developing emerging partners from recruitment and onboarding through activation, pipeline generation, and measurable revenue contribution. - Strong understanding of VAR, MSP, public-sector reseller, and technology distribution business models. - Ability to work effectively with both established strategic partners and emerging partners requiring hands-on development and enablement. - Excellent communication, negotiation, relationship-building, and stakeholder management skills, including experience engaging senior-level contacts. - Strong cross-functional collaboration skills and the ability to coordinate initiatives across sales, marketing, operations, finance, and technical teams. - Data-driven approach with the ability to analyze partner performance metrics and translate insights into actionable plans. - Strong organizational skills, business judgment, initiative, and a results-oriented mindset. - Willingness to travel approximately 30–40% of the time. - Experience working with major technology distributors or comparable distribution partners is preferred. - Experience recruiting, onboarding, enabling, and scaling emerging channel partners is preferred. - Experience creating partner-sourced pipeline through account mapping, campaigns, seller engagement, and events is preferred. - Familiarity with public-sector distribution and reseller ecosystems is a plus. - Knowledge of identity and access management, multi-factor authentication, phishing-resistant authentication, or broader cybersecurity markets is preferred. **Benefits:** - Annual base salary range of $127,000–$147,000 USD. - Target variable compensation of $54,450–$63,000 USD. - Target on-target earnings of $181,450–$210,000 USD. - Comprehensive health coverage, including dental and vision, with 100% of the employee premium covered and 85% of family premiums covered. - 401(k) plan with dollar-for-dollar employer matching up to 6%, capped at $6,000 per year, with immediate vesting. - $1,200 annual wellness reimbursement, prorated based on start date. - $3,000 annual professional development stipend and access to a mentorship program. - 15 vacation days, 10 paid holidays, and 7 sick days annually. - 8 weeks of paid parental leave for all parents, with an additional 8 weeks for birthing parents. - Commuter benefits for employees who commute to an office. - Flexible remote and hybrid work options. - Inclusive employee culture with employee resource groups and opportunities for social connection. - Opportunity to contribute to a mission focused on strengthening digital security and protecting users, organizations, and communities worldwide.