Channel Account Manager, DIB/MSSP
New
H
Hypori, Inc.Cybersecurity SaaS
Remote, United StatesFull-TimeManager
Salary$215,000 – $235,000 on-target earnings (commensurate with experience). Variable compensation is uncapped, with accelerators above 100 percent attainment, and the role includes equity. Targets are based on partner-sourced and partner-influenced revenue, plus partner recruitment and activation.
Apply NowOpens the employer's application page
Job Details
- Experience
- 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor
- Required Skills
- CybersecuritySalesforce
Requirements
- 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor.
- Experience building a DIB-focused MSP or MSSP partner program.
- Track record of recruiting and activating MSP or MSSP partners from agreement signature through first transaction and beyond.
- Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB.
- Working knowledge of CMMC 2.0 and NIST SP 800-171, including CUI vs. FCI, the five asset categories, SPRS scoring, and DFARS 7012 obligations.
- Experience carrying and achieving a partner-sourced or partner-influenced revenue target.
- Experience creating enablement materials and familiarity with deal registration, partner portals, and margin structures.
- Strong Salesforce skills and pipeline hygiene.
- Ability to discuss CMMC and 800-171, Microsoft 365 GCC High, endpoint and mobile technologies, and Hypori platform architecture and deployment.
- CMMC CCP or CCA certification is preferred.
Responsibilities
- Recruit MSSP, MSP, RPO, and C3PAO partners serving defense contractors.
- Source partners through outbound outreach, the CMMC practitioner community, and industry events.
- Qualify partners on their DIB client base, CUI exposure, GCC High or enclave practice, and willingness to sell.
- Negotiate and sign referral, co-sell, and resell agreements.
- Move new partners to their first transaction and help them progress to selling independently.
- Build and run the partner certification path with the channel sales engineer.
- Develop partner sellers’ ability to position isolation and explain scope reduction to clients.
- Own partner content, deal registration, the partner portal, and the enablement calendar.
- Forecast partner-sourced and partner-influenced revenue in Salesforce and report recruitment, activation, pipeline, and revenue metrics.
- Run joint business plans and quarterly business reviews, co-sell with Hypori account executives and sales engineers, and coordinate with Carahsoft and Marketing.
View Full Description & ApplyYou'll be redirected to the employer's site
