Channel Account Manager, East

Prophet Security

About The Position

Prophet Security is a force multiplier for security teams. Prophet Agentic AI SOC Platform automates the process of triaging, investigating and remediating security alerts. Our mission is to fundamentally shift cybersecurity power dynamics to favor defenders. If you're passionate about applying AI to cyber defense challenges, working in a collaborative environment, and gaining valuable enterprise experience in a fast-growing startup, we encourage you to apply! Your Impact The Channel Account Manager will report to our Head of Channels and Alliances carrying a primary focus on building pipeline and channel revenue with channel partners. There will also be a heavy focus sourcing strategic new channel relationships. This position requires the candidate to be extremely motivated, results-driven and have a good network within the channel ecosystem.

Requirements

5+ years of security SaaS channel sales experience
Proven success driving revenue growth via channel partners
Good understanding of Partner Incentive programs and PRM tools
Strong interpersonal skills and ability to excel in a team oriented atmosphere
Strong written/verbal communications skills
Very motivated and goal-oriented
Must want a career-oriented environment that is both fun and professional
You share our values, and work in accordance with those values
Willingness to travel up to 50%

Responsibilities

Responsible for the day-to-day recruitment and relationship management of channel partners to include value added resellers, systems integrators, and strategic software partners
Act as a liaison between Prophet Security and assigned channel partners
Build, maintain, and manage relationships with current and prospective channel partners
Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts
Experience delivering partner enablement initiatives. Including product training, competitive positioning, sales plays, and enablement content
Equip channel partners with the tools and joint go-to-market support needed to drive pipeline and revenue growth
Coordinate the involvement of Prophet Security personnel, including support, service, and management resources, in order to meet partner performance objectives and partners' expectations
Sell through partner’s organization to end users in coordination with partner sales resources
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
Ensure partner compliance with Channel Partner programs and agreements
Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Identify partner GTM and/or services offerings; working with partner sales resources, marketing, etc. develop & launch offerings to point of incremental joint revenue achievement
Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
Maintain channel opportunity registrations and assist the Prophet Security sales team in closing channel generated leads
Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group
Ability to travel to and from customer meetings (locally and nationally)