Channel Account Manager, East
Own and expand enterprise channel partnerships across the Eastern US, driving partner-sourced pipeline and revenue through enablement, co-selling, and joint go-to-market motions. Requires 5+ years in channel sales or partner management and cybersecurity industry experience.
About the job
Responsibilities
- Own and grow a portfolio of East US enterprise channel partners, building relationships across sales, technical, and leadership teams.
- Drive partner-sourced pipeline and revenue with enterprise account executives through joint sales motions and strategic accounts.
- Activate partners through account mapping, enablement, joint prospecting, opportunity development, and pipeline reviews.
- Develop and execute joint go-to-market plans, including campaigns, events, webinars, and targeted enterprise sales plays.
- Identify and develop enterprise opportunities, helping partners position Censys early in the sales cycle and expand within existing accounts.
- Support partners through deal registration, procurement, and other channel processes.
- Collaborate with enterprise sales, marketing, solutions engineering, product, legal, and operations teams.
- Represent the company at cybersecurity, enterprise, and channel events throughout the Eastern US.
- Report on partner performance, pipeline, market opportunities, and regional channel strategy.
Requirements
- 5+ years of experience in channel sales or partner management, with a track record of driving revenue through indirect sales motions.
- Cybersecurity industry experience required.
- Experience selling through VARs, distributors, or other channel partners.
- Experience working with enterprise customers and channel partners in the Eastern US market.
- Strong communication, collaboration, negotiation, and relationship-building skills.
- Highly organized and self-directed, with the ability to manage multiple partners, opportunities, countries, and priorities.
- Comfortable working across cultures, markets, and time zones.
- Willingness to travel for partner and company events.
Compensation
- On-target earnings: $175,000–$259,000 USD, plus equity.
- Benefits include equity, health, dental and vision coverage, retirement contributions, parental leave, mental health and wellness benefits, flexible PTO, professional development support, and sales incentive pay.
Skills
Channel Sales, Partner Management, Cybersecurity, Indirect Sales, Enterprise Sales, Vars, Distributor Management, Pipeline Management, Joint Selling, Go-to-Market Strategy, Deal Registration, Procurement, Relationship Building, Negotiation, Sales Enablement
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