Channel Account Manager (East Coast)

Grip Security

About The Position

Grip Security is looking for a Channel Account Manager to join our community! We are a fast-growing startup in the software-as-a-service and AI Security industry. We provide innovative solutions to secure the whole organization-to-SaaS surface. (More details: https://grip.security) Using the newest technologies, we're working on solving a huge problem all enterprises face today; to govern the accessibility of all its employees to all 3rd party vendors (GitHub, SendGrid, Atlassian, and thousands more!), and to make sure there is no leftover/unwanted access to any of the organization's SaaS and AI assets. The SaaS and AI Security field is complex and challenging. Therefore, we're looking for super-talented people who are not afraid of technical challenges and breaking down barriers to achieve good solutions. Position Overview

Requirements

5+ years of experience as a Channel Account Manager (CAM) working in cybersecurity or enterprise software
Strong hunter mentality and entrepreneurial drive
Deep executive-level relationships and experience with regional and national resellers
Proven ability to develop partner business plans and deliver measurable outcomes
Experience aligning with field sales and cross-functional go-to-market teams
Excellent communication, presentation, and relationship-building skills
Strong organizational skills
A true team player who thrives in a high-growth, startup environment
Willingness to travel +60% in region
Able to legally work in the US
Must be in Region (ideally Southeast)

Responsibilities

Develop a Channel ecosystem comprised of National, Super-Regional, and Regional VARs that drive net new partner-led opportunities
Achieve assigned Accepted Deal Registration (ADR) and Partner Initiated Revenue (PIR) goals
Establish regional & sub-regional targets for accepted deal registrations and manage both partners and RSM’s to meet those goals
Demonstrate authoritative knowledge of partner landscape, joint pipelines, and path for achieving assigned goals
Initiate & execute partner BDR campaigns designed to accelerate partner-led pipelines
Recruit, operationalize, and lead ongoing engagement with partners
Develop comprehensive working knowledge of Grip Solutions and use cases and articulate tailored value proposition for both customers and partners
Initiate, coordinate, and execute lead gen events with Channel & Alliances partners
Conduct weekly review sessions with RSMs to ensure synchronized engagement with partners & Grip sellers
Manage deal & SPIF registrations to ensure accurate documentation in Salesforce
Maintain excellent Salesforce hygiene, including accurate tracking of partner recruiting, submitted and accepted deal registrations, etc.
Proactively engage with regional Alliance partner peers, facilitate intros between Grip sellers and their counterparts, initiate events with them and our mutual resellers