Channel Account Manager East

Vectra

5d•$146,000 - $245,500•Remote

About The Position

Vectra® is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises. The Vectra AI Platform delivers integrated signal across public cloud, SaaS, identity, and data center networks in a single platform. Powered by patented Attack Signal Intelligence, it empowers security teams to rapidly prioritize, investigate and respond to the most advanced cyber-attacks. With 35 patents in AI-driven threat detection and the most vendor references in MITRE D3FEND, organizations worldwide rely on the Vectra AI to move at the speed and scale of hybrid attackers. For more information, visit www.vectra.ai.

Requirements

Proven experience in channel sales, partner management, alliances, or distribution sales within enterprise technology.
Strong experience managing channel ecosystems across US.
Demonstrated ability to grow partner-led pipeline and revenue.
Experience building joint business plans with distributors, resellers, MSSPs, system integrators, or strategic partners.
Strong commercial acumen with the ability to connect partner activity to revenue outcomes.
Experience working with sales teams, pre-sales teams, marketing, operations, and executive stakeholders.
Ability to manage complex partner relationships and drive accountability.
Strong understanding of enterprise sales cycles, deal qualification, pipeline management, forecasting, and partner-led go-to-market models.
Excellent communication, negotiation, presentation, and executive relationship management skills.
Ability to operate independently across a regional territory and manage multiple partner priorities.

Nice To Haves

Experience in cybersecurity, SaaS, cloud, networking, data, identity, SOC, SIEM, SOAR, EDR, XDR, or related enterprise technology markets.
Existing relationships within the US partner, distributor, MSSP, or security reseller ecosystem.
Experience working in a high-growth, channel-led, or scale-up environment.
Experience developing partner certification, enablement, or partner maturity programs.
Familiarity with enterprise and mid-market buying motions across US.

Responsibilities

Own and execute the US channel strategy in alignment with US business priorities.
Identify, prioritize, and develop focus partners that can contribute meaningfully to pipeline, revenue, and year-on-year growth.
Build joint business plans with strategic partners and distributors, including revenue targets, pipeline goals, enablement plans, certification milestones, marketing activities, and executive engagement.
Segment the partner ecosystem by capability, coverage, market focus, and revenue potential.
Develop a clear partner coverage model across enterprise, commercial, mid-market, MSSP, and distributor-led motions.
Ensure the right balance between direct sales engagement and partner-led execution.
Drive channel-sourced and partner-led pipeline creation across US.
Work with partners to identify, qualify, develop, and close opportunities.
Accelerate partner-led opportunities by aligning partner sales teams, distributor resources, internal RSMs, SEs, marketing, and leadership.
Ensure partners are engaged early in relevant opportunities and are clear on their role in progressing the deal.
Support partners in account mapping, campaign execution, opportunity development, and deal strategy.
Maintain strong visibility of partner pipeline, deal progression, forecast accuracy, and risk areas.
Drive partner contribution to US revenue targets.
Work closely with Channel SE, Field SE, Sales Enablement, and Marketing teams to ensure focus partners are properly trained and certified.
Drive partner participation in sales, technical, and solution enablement programs.
Ensure partner sales and pre-sales teams understand the value proposition, target use cases, competitive positioning, qualification criteria, and sales process.
Track certification progress across focus partners and distributors.
Identify partner capability gaps and coordinate the right enablement, coaching, or executive support to address them.
Build a partner ecosystem that can increasingly run standard opportunities with greater autonomy.
Manage relationships with key distributors and focus partners across US.
Establish regular business reviews with distributors and strategic partners to review pipeline, performance, enablement, certification, marketing activities, and growth plans.
Hold partners accountable to agreed business plans, activity targets, pipeline generation, and revenue contribution.
Ensure distributors are actively developing and supporting the right partner community.
Build strong executive-level relationships with priority partners and distributors.
Address underperformance quickly through clear action plans, enablement, or partner re-prioritization.
Develop partners from assisted engagement to semi-independent and eventually independent opportunity execution.
Define clear rules of engagement for partner-led opportunities, including when internal sales or SE support is required.
Work with internal teams to free up RSM and SE capacity by enabling partners and distributors to manage appropriate mid-range opportunities.
Ensure partner-led engagements maintain quality, consistency, and strong customer experience.
Build repeatable processes for partner opportunity qualification, POV support, deal registration, escalation, and follow-up.