Channel Account Manager

About the Role
Every day cyberattacks threaten to disrupt hospitals, power grids, financial systems, and the infrastructure we all depend on. At the company, we build defenses that keep civilization running smoothly in an increasingly connected world. For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted us as their foundation to manage cyber risk, ensure compliance, and mitigate threats. From power grids and healthcare systems to financial networks and transportation hubs, we protect the critical infrastructure of our modern world.

As a Channel Account Manager, you will be responsible for managing and developing channel partners within your assigned territory to drive pipeline growth and revenue generation. You will work closely with Focus Partners to build strong, strategic relationships that enhance partner engagement and maximize sales opportunities. This role requires a combination of business development, relationship management, and sales execution. You will act as a trusted advisor to your partners, enabling them with the necessary tools, knowledge, and support to successfully position and sell our solutions.

Success in this role will be measured by your ability to increase the percentage of pipeline and revenue generated from the channel, drive deal registration numbers, and ensure a structured and programmatic approach to partner enablement. This role requires frequent travel within your region, high energy, excellent presentation and communication skills, and the ability to build strong, trusted relationships with partners and internal teams.

Channel Sales & Business Growth

• Manage and grow relationships with assigned channel partners, ensuring we are their preferred cybersecurity vendor.
• Drive pipeline growth and revenue generation through partner-led sales opportunities.
• Achieve and exceed quarterly and annual revenue and MBO targets by developing joint go-to-market plans with partners.
• Work closely with the regional sales teams to ensure effective collaboration between partners and direct sales.
• Drive deal registration and ensure partners follow a structured sales process.

Partner Recruitment, Enablement & Development

• Identify and recruit high-potential partners that align with our channel strategy.
• Ensure partners are trained, certified, and capable of selling and supporting our solutions.
• Develop tailored enablement plans for Focus Partners to drive growth.
• Deliver regular business reviews and joint account planning sessions with key partners.

Strategic Partner Engagement

• Prioritize Focus Partners, ensuring the majority of revenue is driven through engaged and committed channel partners.
• Facilitate executive engagement between key partners and leadership.
• Develop relationships at all levels within partner organizations, including executive, sales, technical, and marketing teams.

Marketing & Demand Generation

• Work closely with partners to drive demand generation campaigns and joint marketing initiatives.
• Ensure partners leverage our marketing resources to build awareness and generate pipeline.
• Support regional marketing events and partner-led demand generation activities.

Managed Service Provider (MSP) & Distribution Support

• Collaborate with distributors to optimize the channel ecosystem, ensuring partners receive the support and enablement needed to succeed.
• Support and drive Managed Service Provider (MSP) engagement in markets where MSP models are a growth opportunity.

Performance Metrics & Accountability

• Track and report on key metrics including:
  • % of pipeline generated through the channel
  • % of total revenue driven through the channel
  • Number of deal registrations and active partner opportunities
  • Partner engagement and certification levels
• Ensure partners are accountable for business growth and performance expectations.

What You Will Bring

• Proven experience in channel sales and partner management, ideally within the cybersecurity or IT industry.
• Strong track record of driving pipeline and revenue growth through channel partners.
• Ability to build, develop, and manage strategic partner relationships at all levels.
• Experience in partner recruitment, enablement, and joint business planning.
• Understanding of distribution and MSP models and how they impact the channel ecosystem.
• Strong business acumen, strategic thinking, and problem-solving skills.
• Ability to travel regularly within the assigned territory to engage with partners.
• Excellent communication, presentation, and negotiation skills.
• Self-motivated, highly energetic, and driven to succeed.

Success Metrics

• Growth in channel-generated pipeline and revenue.
• Increase in deal registrations and partner-led sales opportunities.
• Strong partner engagement, with a clear focus on high-value relationships.
• Growth in Focus Partner business, reducing reliance on inactive or disengaged partners.
• Increased partner certification levels and enablement success.

What We Offer You
Visionary leadership, continuous learning, and career development are central to our success. Our diverse and inclusive culture empowers people to collaborate, innovate, and make a meaningful impact on global security while working with industry-leading technology. We offer competitive compensation and benefits, recognize those who take initiative and contribute fully, and provide exciting opportunities to grow alongside our business.

Pre-Employment Screening and Verification
As a global cybersecurity company, we are committed to maintaining a secure environment. To support these efforts, candidates may be asked to complete job-related pre-employment screening and verification processes, including identity verification, employment verification, background screening, work authorization verification, and other lawful security-related checks. These processes are conducted in accordance with applicable laws and regulations and ensure a secure and trustworthy recruitment experience.

Notice Regarding the Use of Artificial Intelligence in Recruitment
As part of our recruitment process, we may use artificial intelligence (