About the Role:
The client, a leading cybersecurity startup, is seeking a talented Channel Account Manager (CAM) to join their team. This remote position offers a base salary of $125k with an OTE of $250k. The client, a fast-growing startup with hundreds of partners and end customers worldwide, has a strong presence in Israel, the UK, and the US. This position is open to applicants based in the Boston, MA area only, with a strong preference for candidates located north of Boston. An eventual office will be established north of Boston, near the New Hampshire border.
Leading the emerging vCISO (virtual Chief Information Security Officer) platform market category, the client's AI-powered vCISO platform is an innovative cybersecurity SaaS solution empowering service providers (MSPs and MSSPs) and virtual CISOs to effectively manage SMEs’ cybersecurity.
As a Channel Account Manager, your primary responsibility will be to recruit new partners. You will serve as the main point of contact for partner organizations, ensuring their needs are met and that the partnership is mutually beneficial. You will manage the entire partner lifecycle, from onboarding and enablement to ongoing support and performance evaluation.
The Channel Account Manager plays a crucial role in driving revenue growth through effective channel partner relationships and strategic collaboration. Acting as a liaison between the company and its channel partners, you will work to ensure mutual success and achieve business objectives.
If you are motivated, results-driven, service-oriented, a pure Hunter, excited about working in the channel, and enjoy working in a team environment, this role is for you!
Key Responsibilities:
- Conduct daily sales calls with potential partners.
- Qualify potential prospects to fit the client's ideal partner profile.
- Manage the entire sales cycle with SPs: from preliminary discovery stages, addressing pain points, demonstrating the client's value and benefits, performing live demo sessions, managing POC’s cycle, and negotiating deals to closure.
- Meet monthly and quarterly sales targets.
- Work closely with internal sales, marketing, product, and support teams to coordinate efforts and provide seamless support to channel partners. This involves communicating partner feedback, coordinating resources, and resolving issues as they arise.
- Stay informed about market trends, competitor activities, and customer needs to identify new opportunities for growth.
- Build and maintain a healthy sales pipeline to meet aggressive sales targets.
- Maintain accurate sales forecasting and strategic plans.
- Participate in industry virtual and field events, represent the company, and generate new leads to support the company’s required sales pipeline.
- Perform weekly sales performance monitoring and reporting to track your ability to meet goals and targets.
- Develop and implement sales strategies to achieve revenue targets and maximize market penetration. This involves analyzing market trends, identifying opportunities, and aligning sales efforts with company objectives.
Requirements:
- Proven experience as a Channel Account Manager (not Partner Account Manager) selling for over 3 years to MSPs and MSSPs.
- Proven record of sales achievement selling to SPs.
- Strong interpersonal and communication skills to build and maintain relationships.
- Excellent negotiation and presentation abilities.
- Analytical mindset with the ability to interpret data and make informed decisions.
- Familiarity with CRM software and collaboration tools.
- A self-motivated individual with the ability to work independently and as part of a team.
- Experience working in the cybersecurity space.
- Knowledge of the industry and relevant market trends.
- Technical orientation with the ability to conduct live demos.
- Location: Boston, MA area (strong preference for candidates north of Boston).
Compensation:
$125k base/$250k OTE
About the Company:
The client is a rapidly growing cybersecurity startup with a global presence. Their AI-powered vCISO platform offers a cutting-edge cybersecurity SaaS solution that empowers service providers and virtual CISOs to manage the cybersecurity needs of small and medium-sized enterprises (SMEs). With a strong presence in Israel, the UK, and the US, the client is at the forefront of the vCISO market category.
The client is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran, or disability status.
Ready to join a fast-growing cybersecurity company and make a significant impact? Apply today to join the client's dynamic team and help drive the success of their innovative solutions.