Wallarm: API Security Leader · 3 months ago
Senior Account Manager – MSSP Partnerships (API Security)
United States
Full-time
Remote
Senior Level
5+ years expWallarm is an API Security leader on a mission to secure the internet's critical infrastructure. The Senior Account Manager will lead and expand the MSSP ecosystem, driving partner growth and positioning Wallarm’s API security platform as essential for protecting digital ecosystems.
Artificial Intelligence (AI)Cyber SecurityRisk ManagementSaaS
Responsibilities
Serve as the senior relationship owner for a portfolio of MSSP partners, responsible for driving annual recurring revenue, joint GTM success, and overall partner satisfaction
Develop and execute multi-year strategic account plans to expand market share, deepen product adoption, and strengthen competitive positioning
Partner with executive leadership at MSSPs to align business objectives, identify new revenue streams, and co-develop service offerings that leverage our API security technology
Lead quarterly business reviews (QBRs) and executive briefings with select partners and internal stakeholders
Achieve and exceed annual sales and growth targets through MSSP partnerships and joint selling initiatives
Drive the recruitment and onboarding of new MSSP partners, ensuring technical readiness and commercial alignment
Collaborate with regional sales leaders to support large, strategic opportunities originating from MSSP channels
Maintain accurate forecasts and performance metrics through CRM tools (e.g., Salesforce)
Champion MSSP success by ensuring partners are fully enabled on our platform, value proposition, and integration capabilities
Work cross-functionally with Marketing, Product, and Technical Enablement teams to deliver go-to-market playbooks, partner certifications, and enablement programs
Serve as the voice of the MSSP channel internally—contributing to pricing strategy, packaging, and roadmap discussions to optimize for managed service delivery models
Represent the company at key cybersecurity and channel industry events, building visibility and credibility within the MSSP and API security ecosystem
Monitor market trends and competitor activities, providing strategic insights to guide executive decision-making and product differentiation
Qualification
Required
5+ years of experience in managed cybersecurity service sales, account management, or strategic partnerships within the MSSP, cybersecurity, or SaaS industry
Proven track record of managing and expanding high-value relationships with MSSPs, MDRs, or global system integrators
Good understanding of API security and application protection frameworks
Demonstrated ability to build and execute complex partner go-to-market strategies that drive measurable revenue growth
Strong executive presence, with exceptional communication, negotiation, and relationship-building skills
Proficiency with CRM tools (Salesforce preferred) and data-driven business planning
Preferred
Knowledge of OWASP API Security Top 10, Zero Trust Architecture, and DevSecOps practices
Familiarity with API gateways, WAFs, and WAAP technologies
Bachelor's or Master's degree in Business, Computer Science, or related field
Benefits
Remote work and flexible working hours.
Competitive salary and bonuses.
Paid days off and medical insurance.
Working equipment.
Professional development and career growth opportunities.
Company
Wallarm: API Security Leader
APIs – the driving force behind AI-based innovation, modern applications, and cloud infrastructure – are the #1 attack vector for cybercriminals.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$74.95MKey Investors
Toba CapitalPartech
2025-07-31Series C· $55M
2023-08-21Series B· $9.15M
2018-10-22Series A· $8M
Leadership Team
Ivan Novikov
CEO
Stepan Ilyin
Co-Founder
Recent News
thefastmode.com
2025-12-05
CyberSecurity Breakthrough
2025-10-10
Company data provided by crunchbase