Channel Account Manager
H
HiddenLayerCybersecurity, cloud security
Remote [within the US]Full-TimeManager
Salary not disclosed
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Job Details
- Experience
- 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales
- Required Skills
- CybersecuritySalesforce
Requirements
- 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales.
- Cybersecurity, cloud security, or enterprise technology experience is preferred.
- Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel.
- Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations.
- Strong understanding of partner-led, co-sell, and sales-led growth motions, including account mapping, deal registration, partner influence, and channel forecasting.
- Ability to collaborate with direct sales teams and cross-functional stakeholders while maintaining ownership and accountability.
- Communication, presentation, negotiation, and relationship-building skills for engaging executive and field-level audiences.
- Ability to operate without a fully built playbook and create practical, repeatable processes.
- Strong business judgment and a data-informed approach to prioritizing partners, accounts, and activities.
- Proficiency with Salesforce and familiarity with partner relationship management, deal registration, and partner performance reporting tools.
- Ability to travel periodically for partner meetings, customer engagements, and industry or company events.
Responsibilities
- Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers.
- Develop and execute joint business plans with revenue goals, target accounts, pipeline actions, enablement priorities, and measurable partner outcomes.
- Identify opportunities, facilitate introductions, and support partners through the sales cycle from qualification to close.
- Coordinate co-selling activities with direct sales, align account coverage, and help avoid channel conflict.
- Train and enable partners to position, demonstrate, sell, and support HiddenLayer's platform.
- Plan and support joint go-to-market activities, including field events, campaigns, webinars, account mapping, and partner marketing initiatives.
- Lead partner business reviews and communicate performance against goals.
- Manage deal registration, partner opportunity tracking, forecasting, and reporting with Sales Operations and Revenue Operations.
- Advocate internally for partners and contribute to channel processes, enablement programs, tools, and playbooks.
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