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Apiiro · 3 months ago

Channel Account Manager (US/Canada East Region)

United States

Full-time

Remote

Mid, Senior Level

4+ years exp

Apiiro is a rapidly growing company in the cybersecurity sector, specifically focusing on Application Security Posture Management. They are seeking an experienced Channel Account Manager for the US/Canada East Region to drive growth through partnerships with key technology resellers and manage the development of the channel business.

Cloud SecurityNetwork SecurityRisk ManagementSoftware

Responsibilities

Deliver and exceed sales goals for specific and targeted partner accounts

Know how to build a pipeline of new opportunities with targeted partners, from intro meeting set to discovery stages

Provide regular reporting of pipeline activity for meetings set and opportunities registered.. Understand how to forecast with a high degree of accuracy

Provide regular updates to management on status of existing partners, recruitment of new partners, et al

Organize and run channel training (sales and technical) and enablement to educate, motivate, and accelerate partner growth

Analyze sales statistics to identify growth with resellers and consulting partners

Use the analysis to make recommendations on where to invest resources for optimal ROI. Own the plan and outcomes

Recommend and develop specific channel sales programs to drive new revenue

Implement and improve processes to optimize channel sales program effectiveness

Deliver sales presentations to key partners and clients in coordination with partner representatives

Work closely with our Direct sales team, SDRs, Marketing, Ops, and Product

Qualification

Channel sales experienceApplication Security knowledgeCybersecurity reseller connectionsBusiness development experienceChannel management knowledgeStartup experienceInterpersonal skillsOrganizational skills

Required

4-12 years of experience in channel sales, channel management, business development, or other partner or customer facing roles

Domain knowledge of one or more of the following: Application Security, SecOps, Cloud Security, DevSecOps, Vulnerability Mgmt, Threat Modeling, related fields

Deep knowledge of channel and partnering models

Experience and connections with major cybersecurity resellers such as: Guidepoint, EverSec, Trace3, Defy Security, WWT, SHI, CGI, et al

Regional experience (some combination) w/i the following: add East states

Startup experience and 'roll up the sleeve' spirit to make our partners successful!

Highly developed interpersonal organizational skills required