Channel Account Manager
About The Position
The Channel Account Manager owns a portfolio of ZeroFox channel partners—including MSSPs, resellers, and technology alliances—in a defined region. The role recruits new partners, enables existing partners, develops joint business plans, and drives partner-influenced and partner-sourced pipeline. The manager collaborates with direct sales teams, including account executives and sales engineers, on co-selling and ensures partners have the resources they need to position and close ZeroFox successfully. The role owns partner revenue targets and tracks partner engagement to identify which partners need additional attention. The ideal candidate has managed a revenue-contributing channel partner portfolio, built partners from scratch, and enabled partner sales teams through training, SPIFFs, co-sell support, and consistent follow-through. They understand how MSSPs package and deliver security services, evaluate vendors, and decide to partner. They work collaboratively with direct sales and can manage business planning across more than 15 partners at once.
Requirements
- At least 3 years of experience in channel sales, partner management, or alliance management in B2B software.
- Demonstrated ability to drive partner-sourced or partner-influenced revenue.
- Experience with MSSP, VAR, or technology alliance partner types.
- Strong relationship management and joint business planning skills.
- Experience managing a channel partner portfolio with measurable revenue contribution.
- Ability to recruit and build partners from scratch.
- Understanding of the MSSP model, including how MSSPs package and deliver security services, evaluate vendors, and commit to partnerships.
- Ability to enable partner sales teams through training, SPIFFs, co-sell support, and persistent follow-through.
- Ability to collaborate effectively with direct sales teams.
- Organizational skills to manage business planning across 15 or more partners.
Responsibilities
- Own a portfolio of channel partners, including MSSPs, resellers, and technology alliances, in a defined region.
- Recruit new partners and enable existing partners.
- Build joint business plans and drive partner-sourced and partner-influenced pipeline.
- Collaborate with account executives and sales engineers on co-selling motions.
- Ensure partners have the resources needed to position and close ZeroFox successfully.
- Own partner revenue targets and monitor partner engagement.
- Enable partner sales teams through training, SPIFFs, co-sell support, and follow-through.
- Manage business planning conversations across more than 15 partners simultaneously.
Benefits
- Comprehensive health insurance through Cigna
- Dental insurance through Cigna
- Vision insurance through Cigna
- 401(k) with a 3% match, 100% immediately vested with no cliff
- HSA with quarterly company contributions
- Generous time off
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
