Channel Account Manager

Airlock Digital•Miami, FL

3d•$138,000 - $153,000•Remote

About The Position

Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity. Airlock Digital is seeking a high-impact Channel Account Manager to help scale our North American partner ecosystem and drive meaningful partner-led revenue. This is an individual contributor role with both strategic and hands-on responsibilities. You will own partner relationships across a defined territory or portfolio, develop joint business plans, drive pipeline creation, and ensure strong execution across enablement, co-selling, and go-to-market initiatives. The ideal candidate brings deep channel experience, strong commercial instincts, and thrives in fast-growing environments where building structure, accountability, and momentum go hand-in-hand.

Requirements

7+ years of experience in channel sales, partner management, or alliances within cybersecurity, SaaS, or enterprise software
Proven success driving revenue through indirect sales models and partner ecosystems
Demonstrated ability to own a region and deliver repeatable, partner-led pipeline and bookings
Strong experience with partner enablement, joint planning, and co-selling execution
Data-driven mindset with strong forecasting, reporting, and performance management skills
Excellent executive presence, communication, and relationship-building abilities
Comfort operating in fast-paced, high-growth environments with evolving structure
Experience using CRM and PRM tools (Salesforce preferred)
Bachelor’s degree in Business, Sales, or a related field (or equivalent experience

Responsibilities

Own and execute the regional channel strategy for North America, aligned to Airlock Digital’s global partner vision
Manage and grow a portfolio of strategic channel partners across resellers, distributors, MSSPs, and technology alliances
Identify, recruit, onboard, and activate new partners where there is clear opportunity for incremental growth
Develop and manage joint business plans, quarterly business reviews (QBRs), and mutual success metrics with priority partners
Own a measurable partner-sourced and partner-influenced pipeline and revenue target
Drive high-quality deal registration, accurate forecasting, and consistent operating cadence with partners
Partner closely with direct sales teams to support co-selling motions, unblock deals, and accelerate enterprise opportunities
Meet or exceed quarterly and annual channel revenue objectives
Lead partner onboarding, sales enablement, and ongoing training to ensure strong product knowledge and sales readiness
Collaborate with Marketing on joint campaigns, events, MDF execution, and demand-generation initiatives with clear ROI
Drive field execution including partner-led workshops, events, executive briefings, and regional activities
Act as the internal advocate for partner needs across Sales, Marketing, Product, Solutions Engineering, and Customer Success
Provide feedback on market trends, competitive insights, and partner sentiment to influence program evolution
Maintain strong CRM and PRM hygiene to ensure visibility, scale, and data-driven decision-making
Represent Airlock Digital at regional partner events, industry trade shows, and security conferences
Strengthen Airlock’s brand and presence within the North American channel ecosystem