Channel Account Manager
Our client is a global cybersecurity innovator, helping enterprises reduce risk and secure their digital operations through its Open XDR-as-a-Service platform. Trusted by Fortune 1000 companies, they deliver unified visibility and response capabilities across complex environments.
Role Overview:
We are seeking a Partner Account Manager to drive channel growth and manage strategic relationships with Value-Added Resellers (VARs) across the TOLA territory (Texas, Oklahoma, Louisiana, Arkansas). This is a high-impact, strategic role focused on recruiting, enabling, and growing partner relationships to support revenue growth and customer value.
Key Responsibilities:
Build and manage relationships with existing and new VAR partners.
Develop and execute partner go-to-market (GTM) plans aligned with revenue goals.
Collaborate with sales, marketing, and enablement teams to support channel success.
Drive partner engagement, training, and certification to accelerate pipeline growth.
Conduct market analysis to identify partner opportunities and competitive positioning.
Track KPIs, forecast partner contributions, and ensure program accountability.
Qualifications:
5+ years of channel sales or partner management experience in cybersecurity or enterprise software.
Proven track record of exceeding sales goals and scaling partner ecosystems.
Strong knowledge of the cybersecurity market and technologies (e.g., XDR, SIEM, EDR).
Existing relationships within the VAR community strongly preferred.
Excellent communication, negotiation, and stakeholder management skills.
Must reside within the TOLA region and be willing to travel around 40%.
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