Channel Account Manager, DIB/MSSP
New
H
Hypori, Inc.Cybersecurity SaaS
Remote, United StatesFull-TimeMiddle
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.
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Job Details
- Experience
- 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor
- Required Skills
- CybersecuritySalesforce
Requirements
- Have 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor.
- Have experience building a DIB-focused MSP or MSSP partner program.
- Show a track record of recruiting and activating MSP or MSSP partners from agreement through first transaction.
- Have working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB.
- Know CMMC 2.0 and NIST SP 800-171, including CUI vs. FCI, the five asset categories, SPRS scoring, and DFARS 7012 obligations.
- Have experience carrying and achieving a partner-sourced or partner-influenced revenue target.
- Have experience creating enablement materials and familiarity with deal registration, partner portals, and margin structures.
- Demonstrate strong Salesforce skills and pipeline hygiene.
- Be able to travel up to 40 percent to partner sites and industry events.
Responsibilities
- Recruit and qualify MSSP, MSP, RPO, and C3PAO partners serving defense contractors.
- Source partners through outbound outreach, the CMMC practitioner community, and industry events.
- Negotiate and sign referral, co-sell, and resell agreements.
- Guide each new partner to its first transaction and help partners move from referral to independent selling.
- Build and run the partner certification path with the channel sales engineer.
- Prepare partner sellers to position isolation and explain scope reduction to their clients.
- Own partner content, deal registration, the partner portal, and the enablement calendar.
- Forecast partner-sourced and partner-influenced revenue in Salesforce.
- Run joint business plans and quarterly reviews, and co-sell with Hypori account executives and sales engineers.
- Report on recruitment, time to first transaction, pipeline, and revenue by tier.
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