Channel Account Manager

AppViewX

15h•Onsite

About The Position

AppViewX is trusted by the world’s leading organizations to reduce risk, ensure compliance, and increase visibility through automated certificate lifecycle management. At AppViewX, you will get to work with our AVX platform which is the industry’s most advanced and fastest growing cloud-native Certificate Lifecycle Management (CLM) platform. The AVX Platform allows customers to realize immediate value from complete certificate lifecycle management, enterprise-wide Kubernetes TLS automation, scalable PKI-as-a-Service, secure code signing, easy Microsoft CA migration, IoT security, SSH and key management, and PQC-forward controls in even the most complex multi-cloud, hybrid, and edge environments. Our Values Our values define how we work, make decisions, and deliver for our customers and each other. Some reflect strengths deeply engrained in how we work. Others represent the standards we are committed to building together. We Do What We Say: We own our commitments, communicate honestly about progress, and measure success by results, not activity. We Are Trusted Experts: We continuously build our expertise, offer candid guidance, and focus on the outcomes our customers and colleagues need. We Raise the Bar: We stay curious, challenge the status quo, take smart risks, and turn better ideas into meaningful results. We Win Together: We share information, debate openly, commit together, and recognize that our success is connected to the success of our customers and teammates. If these values reflect how you want to work and contribute, you will find an opportunity to make a meaningful impact at AppViewX. Role Overview: We are growing our channel organization and are looking for an experienced Channel Account Manager to own and accelerate our partner ecosystem across the assigned region. The Channel Account Manager will be responsible for building, developing, enabling, and growing AppViewX's partner business across the assigned Region. This strategic, hands-on role is ideal for a channel professional skilled at building relationships, engaging partners, generating pipeline, and driving revenue. The ideal candidate is a high-energy, self-motivated individual who does not wait for opportunities to come to them. They create momentum, identify opportunities, activate partners, and take ownership of the territory.

Requirements

5+ years of experience in channel sales, channel management, or a partner-facing technology sales role.
Established relationships and experience collaborating with partners within the assigned Region.
Proven history of generating pipeline and revenue through partners.
Demonstrated ability to build relationships across multiple levels of a partner organization.
Experience engaging with partner sales leadership and executive stakeholders.
Strong understanding of channel sales models, partner ecosystems, and go-to-market strategies.
Excellent verbal, written, presentation, and interpersonal communication skills.
Ability and willingness to travel 40%+ throughout the assigned Region.
Strong organizational skills and the ability to manage multiple partners, opportunities, and initiatives simultaneously.

Responsibilities

Develop and execute a channel strategy for the assigned Region that drives partner engagement, pipeline, and revenue.
Build and expand relationships with strategic partners across the territory.
Identify opportunities to increase AppViewX's footprint within existing partner organizations and recruit new partners aligned with our go-to-market strategy.
Develop relationships at all levels of partner organizations, including sellers, technical teams, sales leadership, and executives.
Work with partners to identify target accounts, whitespace opportunities, and joint sales opportunities.
Develop and execute joint business plans with strategic partners.
Drive partner-sourced and partner-influenced pipeline throughout the territory.
Take ownership of partner performance and develop strategies to increase productivity, pipeline, and revenue.
Execute partner enablement sessions focused on AppViewX solutions, messaging, competitive differentiation, and sales plays.
Enable partner Account Executives to understand why AppViewX, why now, and how to position our solutions with customers.
Collaborate with partner technical resources to build confidence and technical expertise around AppViewX solutions.
Identify enablement gaps and develop action plans to address them.
Ensure new and existing partners are engaged, enabled, productive, and generating revenue.
Spend 40%+ of your time traveling throughout the assigned Region meeting with partners and supporting joint partner activities.
Participate in partner events, conferences, trade shows, sales kickoffs, executive meetings, and field marketing activities.
Maintain a strong understanding of the cybersecurity market, competitive landscape, and partner ecosystem within the territory.
Partner closely with Account Executives & Sales Engineers to develop and close opportunities.
Collaborate with Marketing on partner campaigns, events, and demand-generation initiatives.
Function as the voice of the partner internally while maintaining accountability for partner performance.
Bring energy, creativity, urgency, and accountability to everything you do.