Channel Account Manager, DIB/MSSP

Hypori

6d•$215,000 - $235,000•Remote

About The Position

Hypori is seeking a builder-minded Channel Account Manager to establish and grow its Defense Industrial Base (DIB) partner program. The role recruits, enables, and drives revenue through MSSPs, MSPs, RPOs, and C3PAOs serving small and mid-size defense contractors. Partners are expected to sell, deploy, and support Hypori independently. The position reports to the VP of Commercial Sales. The DIB partner program is being built from scratch. The Channel Account Manager will develop partner recruitment and activation, guide partners from agreement through their first transaction and independent selling, and help lay the groundwork for a broader security reseller and solution provider channel. The role carries partner-sourced and partner-influenced revenue targets and includes travel of up to 40 percent to partner sites and industry events. The position is remote in the United States. Compensation is $215,000–$235,000 on-target earnings, commensurate with experience; variable compensation is uncapped, includes accelerators above 100 percent attainment, and the role includes equity. Targets are based on partner-sourced and partner-influenced revenue, partner recruitment, and activation.

Requirements

At least 5 years of experience in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor.
Experience building a DIB-focused MSP or MSSP partner program, rather than only managing an existing program.
A track record of recruiting and activating MSP or MSSP partners from agreement through first transaction and beyond.
Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB.
Working knowledge of CMMC 2.0 and NIST SP 800-171, including CUI versus FCI, the five asset categories, SPRS scoring, and DFARS 7012 obligations.
Experience carrying and achieving a partner-sourced or partner-influenced revenue target.
Experience creating enablement materials and familiarity with deal registration, partner portals, and margin structures.
Strong Salesforce skills and pipeline hygiene.

Nice To Haves

Technical credibility to discuss the product with partner engineers and compliance leads, including when the channel sales engineer is not present.
Ability to explain how an unmanaged device moves from CUI Asset to out of scope, and discuss the External Service Provider question, FedRAMP Moderate equivalency under DFARS 7012, and shared responsibility.
Knowledge of Microsoft 365 Commercial, GCC, and GCC High; enclave versus full-tenant migration; and how Hypori can reduce the GCC High footprint.
Knowledge of endpoint and mobile technologies including MDM, UEM, MAM, mobile threat defense, enterprise browsers, VDI, and DaaS, including where data rests in each.
Ability to lead a Hypori platform partner enablement session covering architecture, deployment scoping, licensing, and the meaning of each accreditation to a client.
Knowledge of MSP operations, including RMM and PSA platforms, per-seat packaging, margin expectations, and multi-tenant administration.
Prior experience at an MSP, MSSP, RPO, or C3PAO serving defense contractors.
CMMC CCP or CCA certification.
Military service or Department of War civilian experience.

Responsibilities

Own an annual target for new MSSP, MSP, RPO, and C3PAO partners serving defense contractors.
Source partners through outbound efforts, the CMMC practitioner community, and industry events including CMMC CON, AFCEA small business forums, and Hypori CMMC Accelerate.
Understand prospective partners’ motivations for adding Hypori, their clients’ needs, the impact on partner practice and margin, and alternatives to the status quo.
Qualify partners based on their DIB client base, CUI exposure, GCC High or enclave practice, and willingness to sell; negotiate and sign referral, co-sell, and resell agreements.
Guide each new partner to its first transaction on a defined timeline and move partners from referral activity to selling independently.
Build and run the partner certification path with the channel sales engineer.
Prepare partner sellers to position isolation and explain the scope-reduction argument to their clients.
Own partner content, deal registration, the partner portal, and the enablement calendar.
Carry and accurately forecast partner-sourced and partner-influenced revenue in Salesforce.
Run joint business plans and quarterly business reviews with top partners, and co-sell into partner client bases with Hypori account executives and sales engineers.
Work with Carahsoft on distribution and procurement paths, including opportunities under 100 licenses, and work with Marketing on campaigns, co-branded content, and events.
Report monthly on recruitment, time to first transaction, pipeline, and revenue by partner tier.
Help establish the foundation for a broader security reseller and solution provider channel over time.

Benefits

Medical insurance
Dental insurance
Vision insurance
Parental leave
Life insurance
Disability insurance
401(k) plan with employer-matching contributions that vest starting from the first day of employment
Performance bonus
Equity
Uncapped variable compensation with accelerators above 100 percent attainment
Investment in tools and skills for employee development