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Horizon3.ai · 2 days ago

Channel Account Manager, Northeast

United States

Full-time

Hybrid

Senior Level

$200K/yr - $260K/yr

5+ years exp

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix, and verify exploitable attack vectors. The Channel Account Manager will establish and nurture relationships with key partner accounts to drive sales growth within a designated territory, collaborating closely with regional Account Executives and cross-functional teams to execute channel sales strategies effectively.

Artificial Intelligence (AI)Cyber SecurityEnterprise SoftwareMachine LearningNetwork Security

Responsibilities

Partner Relationship Development: Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts

Lead Generation and Conversion: Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth

Lead Management: Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel

Relationship Nurturing: Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships

Strategy Execution: Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives

Pipeline Management: Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals

Partner Events: Plan and execute regional partner events to foster relationships and drive business growth

Account Mapping: Identify and map to accounts actively engaged by partners to maximize sales opportunities

Business Plans: Develop comprehensive business plans for each region to achieve sales targets and objectives

Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress

Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team

Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability

AWS Marketplace Alignment: Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace

Key Partner Strategies: Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts

Marketing Fund Management: Oversee the management of partner marketing funds to drive joint marketing efforts effectively

Qualification

Channel Sales ExperienceSalesforce.com ExpertisePartner Relationship DevelopmentLead GenerationCommunication SkillsHigh EnergyCompetitor MonitoringTeam Player

Required

Minimum of 5+ yrs of experience in Channel Sales or a related field

Willingness and ability to travel up to 50% of the time

Proven history of successfully selling within or through the security channel partner ecosystem in the designated region

Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing

Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm

Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups

Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting