Channel Account Manager - East

Witness AI

6d•$212,000 - $300,000•Hybrid

About The Position

WitnessAI enables safe and effective adoption of enterprise AI through security and governance guardrails for public and private LLMs. The WitnessAI Secure AI Enablement Platform provides visibility into employee AI usage, control of that use via AI-oriented policies, and protection of that use through robust data and topic security. We’re backed by top-tier investors and cybersecurity leaders, and we’re expanding our partner ecosystem to meet fast-growing market demand. As a Channel Account Manager (CAM), you will own relationships with strategic channel partners and drive partner-sourced revenue opportunities. You will ensure partners are enabled, engaged, and motivated to bring AI security solutions to their customers. This role is ideal for someone who is proactive, relationship-driven, and excited to build in a rapidly evolving market.

Requirements

3–7 years of experience in channel sales, partner management, or alliances ideally at a cybersecurity, cloud, or enterprise SaaS company.
Strong understanding of VARs partner motions and indirect sales models.
Proven success driving revenue through a partner ecosystem.
Excellent communication, presentation, and relationship-building skills.
Ability to work cross-functionally with sales, marketing, and product teams.
Experience in a fast-paced startup environment; comfortable building without much structure.
CRM proficiency (Salesforce preferred).
Must reside in-region with the ability to travel up to 50%

Nice To Haves

Knowledge of AI, security, cloud, or data infrastructure markets.
Experience working with large cloud providers (AWS, Azure, GCP).
Familiarity with partner incentive programs and MDF management.
Technical aptitude, you should understand high-level product concepts.

Responsibilities

Manage and grow relationships with assigned channel partners across your region.
Drive partner-sourced and partner-influenced pipeline, meeting quarterly revenue targets.
Recruit, onboard, and train partners on the company’s AI security platform.
Run joint business planning sessions with key partners to align on goals and GTM activities.
Deliver ongoing sales enablement, set up technical enablement, competitive positioning, and objection handling.
Coordinate with internal sales teams to support deal cycles involving channel partners.
Work closely with Marketing on co-marketing campaigns, webinars, events, and demand-gen programs.
Track partner performance, pipeline, and KPIs using CRM and partner management tools.
Ensure partners follow deal registration processes and maintain pipeline hygiene.
Represent the company at partner events, QBRs, and industry conferences.