Channel Account Manager - West

ReversingLabs

16h•$130,000 - $140,000•Remote

About The Position

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally. Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk. Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs. You, as the Channel Account Manager will have enterprise channel experience and proven strategic channel relationships. The Channel Account Manager role is a dedicated resource to our strategic partners, acting as a trusted advisor and valued business consultant and will govern the overall relationship between the strategic partner and ReversingLabs, and will provide a administrative oversight, act as an advocate of ReversingLabs within the strategic partner ecosystem, and act as an advocate of the partner within ReversingLabs. The ideal candidate will establish deep relationships with key strategic partner stakeholders, and in collaboration with the local channel sales directors & regional sales directors manage to jointly develop business objectives and action plans, engage in strategic sales opportunities, and ultimately drive profitable revenue growth for both ReversingLabs and our partner(s). Two main focus areas will be to drive new channel relationships into the Regional Channel Manager territories, and to collaborate with the regional sales directors to find partners/relationships within the targeted account list.

Requirements

A disciplined and proven customer-centric sales process.
Demonstrated Channel Sales experience with a track record of exceptional achievement.
Experience in a complex sales environment, managing large, visible, demanding customer accounts.
The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done
The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles
The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative

Responsibilities

Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s)
Identify key initiatives and targeted sellers associated
Develop marketing and technological activities to support initiatives in the field
Assist with and monitor execution of field plan activities
Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders
Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary
Perform quarterly business review (QBR) with assigned strategic partner(s)
Overall sales and revenue performance against strategic partner target(s)
Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager)
Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.)
Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s)
Sales/Revenue breakdown (examples)
Seller Participation
Product
Contract Term
New Logo Attainment
Large Deal Quantity
Develop national/regional market coverage plans and initiatives
Drive recruitment initiatives where applicable for underdeveloped markets
Develop onboarding programs and strategies
Strategic sellers – work with channel manager on general onboarding process
Work with marketing to develop and deliver welcome package to include (examples), Personal letter, giveaways, strategic prod. material

Benefits

Base Salary $130,000 – $140,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build.
401(k) with both Traditional and Roth options to support your long-term financial goals
Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings
Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs
Health Reimbursement Arrangement (HRA), we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind
100 % Employer-paid dental, vision, disability, and life insurance
Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection
Pet insurance, because family comes in many forms 🐾
Complimentary Calm app membership to support mindfulness, focus, and better sleep
Flexible PTO, take the time you need to recharge and take care of what matters most
Quarterly Wellness Weekends, company-wide 3-day breaks built into the year to truly rest and reboot.
Remote work stipend to help offset internet and cell phone expenses
Volunteer Time Allowance, 8 paid hours annually to support a 501(c)(3) organization you care about
Continuous learning and development with full access to Udemy Business
Clear paths for advancement, internal mobility, and ongoing career development
A collaborative, innovative, and remote-first environment where your work has real impact