Senior Account Manager – MSSP Partnerships (API Security)

Wallarm • Boston, MA

65d • Remote

About The Position

Since 2016, Wallarm has been on a mission to secure the internet's critical infrastructure: APIs. Today, we are the trusted choice for over 200 of the world's most innovative companies, from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security — helping teams discover their attack surface, protect against modern threats, and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C, we are scaling our global, remote-first team of 150+ innovators to solve the next generation of security challenges. About the role: We are seeking a highly skilled and strategic Senior Account Manager to lead and expand our Managed Security Service Provider (MSSP) ecosystem. This role is ideal for a senior professional who thrives at the intersection of business development, strategic partnership management, and cybersecurity innovation. As a key member of our channel team, you will own revenue and relationship outcomes for a portfolio of MSSP partners. You will drive partner growth, influence solution strategy, and position our API security platform as a critical component of MSSP-managed offerings protecting digital ecosystems at scale.

Requirements

• 5+ years of experience in managed cybersecurity service sales, account management, or strategic partnerships within the MSSP, cybersecurity, or SaaS industry.
• Proven track record of managing and expanding high-value relationships with MSSPs, MDRs, or global system integrators.
• Good understanding of API security and application protection frameworks.
• Demonstrated ability to build and execute complex partner go-to-market strategies that drive measurable revenue growth.
• Strong executive presence, with exceptional communication, negotiation, and relationship-building skills.
• Proficiency with CRM tools (Salesforce preferred) and data-driven business planning.

Nice To Haves

• Knowledge of OWASP API Security Top 10, Zero Trust Architecture, and DevSecOps practices.
• Familiarity with API gateways, WAFs, and WAAP technologies.
• Bachelor’s or Master’s degree in Business, Computer Science, or related field.

Responsibilities

• Serve as the senior relationship owner for a portfolio of MSSP partners, responsible for driving annual recurring revenue, joint GTM success, and overall partner satisfaction.
• Develop and execute multi-year strategic account plans to expand market share, deepen product adoption, and strengthen competitive positioning.
• Partner with executive leadership at MSSPs to align business objectives, identify new revenue streams, and co-develop service offerings that leverage our API security technology.
• Lead quarterly business reviews (QBRs) and executive briefings with select partners and internal stakeholders.
• Achieve and exceed annual sales and growth targets through MSSP partnerships and joint selling initiatives.
• Drive the recruitment and onboarding of new MSSP partners, ensuring technical readiness and commercial alignment.
• Collaborate with regional sales leaders to support large, strategic opportunities originating from MSSP channels.
• Maintain accurate forecasts and performance metrics through CRM tools (e.g., Salesforce).
• Champion MSSP success by ensuring partners are fully enabled on our platform, value proposition, and integration capabilities.
• Work cross-functionally with Marketing, Product, and Technical Enablement teams to deliver go-to-market playbooks, partner certifications, and enablement programs.
• Serve as the voice of the MSSP channel internally—contributing to pricing strategy, packaging, and roadmap discussions to optimize for managed service delivery models.
• Represent the company at key cybersecurity and channel industry events, building visibility and credibility within the MSSP and API security ecosystem.
• Monitor market trends and competitor activities, providing strategic insights to guide executive decision-making and product differentiation.

Benefits

• Work with a passionate, high-performing team at the intersection of security, innovation, and go-to-market strategy.
• A culture of innovation, autonomy, and growth in one of cybersecurity’s fastest-growing sectors.
• Remote work and flexible working hours.
• Competitive salary and bonuses.
• Paid days off and medical insurance.
• Working equipment.
• Professional development and career growth opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 101-250 employees