Channel Account Manager (US/Canada East Region)

Apiiro

113d

About The Position

Come join the Apiiro team and shape one of the hottest areas in cybersecurity, Application Security Posture Management! Apiiro is growing rapidly and is seeking a top notch Channel Account Manager for the US/Canada East Region. You will be working with our most important technology reseller partners in the region on the growth of our mutual business. We are in search of an experienced channel partner/partner development manager who can accelerate growth with our partners and help to scale our joint business. You are a high energy achiever, who is process oriented and knows how to build and grow pipelines through our most important partnerships. You will own the regular engagement, enablement, co-selling, pipeline review, and development of this important part of our business.

Requirements

• 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

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

What This Job Offers

• Career Level: Mid Level