Senior Channel Account Manager

Nozomi Networks

10d•$137,000 - $177,000•Remote

About The Position

Nozomi Networks is hiring a Senior Channel Account Manager to cover multiple US regions and work with public sector, civilian, defense, and SLED partners. Reporting to the VP, Global Channel, the role partners closely with the VP of Sales and Regional Sales Directors to build a high-impact partner ecosystem that generates demand, positions Nozomi solutions, and delivers services at scale. The role supports growth across commercial and public sector markets by deepening partner engagement, accelerating partner-sourced revenue, and advancing the company’s channel go-to-market approach. The position owns a defined portfolio of focus partners across VARs, distributors, and MSSPs. It develops partner business plans and capability, coordinates account mapping and opportunity support, grows managed and professional services motions, and drives measurable pipeline and bookings. The role also oversees channel processes and attribution, partner enablement, distribution relationships, joint marketing, and external representation at partner and industry events. The employee is expected to work remotely and travel extensively, often on short notice. Nozomi Networks provides OT and IoT cybersecurity for enterprises and government entities, including organizations in energy, manufacturing, transportation, resources, and critical infrastructure. The company describes itself as a leader in OT and IoT cybersecurity and emphasizes integrity, customer success, innovation, and diversity of thought, background, and culture.

Requirements

Significant channel sales experience at a cybersecurity, infrastructure, or enterprise software vendor, with a consistent record of exceeding partner-sourced pipeline and bookings targets in North America.
Proven experience developing a low-productivity partner into a material revenue contributor, with the ability to explain how this was accomplished.
Current relationships across the North American security channel, including national and regional VARs, security-focused solution providers, distributors, and global or regional system integrators.
Working knowledge of OT, ICS, and critical infrastructure environments sufficient to align partner solutions and services with industrial customer requirements and speak credibly with a partner practice lead.
Experience designing and running partner enablement and certification programs.
Ability to operate in a lean, high-accountability environment with limited support and shifting priorities, setting a work cadence and priorities independently.
Strong commercial and operational discipline, including CRM hygiene, accurate forecasting, and the ability to build and defend a data-based partner business case.
Excellent written and verbal communication skills, with credibility across senior partner leadership and early-career sellers.
Ability to work effectively remotely and willingness to travel extensively, often on short notice.
Bachelor’s degree, master’s degree, or equivalent experience.
Demonstrated competencies in active listening and communication; business insight and acumen; drive for results; emotional intelligence, interpersonal skills, and empathy; objection handling, influencing, and negotiation; planning and organizing; prospecting and lead generation; relationship building and customer focus; sales process and pipeline management; solution-oriented thinking; teamwork, collaboration, and cultural alignment.

Nice To Haves

Experience with the US federal, SLED, or Canadian public sector channel, including public sector distribution, FSI, and contract vehicles.
Experience building an MSSP or managed services partner motion, including recurring-revenue and consumption-based commercial models.
Experience with OT OEM, automation vendor, or industrial technology alliances.
Experience in a POD, pod-based, or segment-aligned sales model where channel operates as an overlay function.
Familiarity with the OT and CPS security competitive landscape.

Responsibilities

Own a defined portfolio of focus partners across VARs, distributors, and MSSPs, and drive each toward a documented joint business plan with named accounts, committed pipeline, and quarterly milestones.
Develop partners’ ability to independently generate leads, position Nozomi solutions credibly, and deliver services on the platform.
Lead top-down account mapping between focus partners and each POD, prioritizing a small number of jointly pursued accounts per POD.
Develop managed and professional services partners into a repeatable recurring revenue stream, and work with Sales leadership on coverage and compensation questions when service providers sell across POD boundaries.
Exceed quarterly partner-sourced pipeline and bookings targets, distinguishing channel-sourced business from channel-influenced business.
Bring appropriate partners into opportunities, protect deal economics, and proactively manage channel conflict.
Ensure deal registrations, transacting partners, and channel-path data are accurate and complete before deals close.
Deliver per-partner metrics and focus-partner updates for POD QBRs, Americas business reviews, and global channel reporting.
Recruit partners selectively to address coverage, vertical, or capability gaps that existing partners cannot fill.
Work with commercial and public sector distributors on partner recruitment, enablement throughput, and transaction flow.
Own partner sales and technical enablement plans, track certification and competency levels, and connect enablement to pipeline outcomes.
Build and execute joint marketing campaigns, demand-generation initiatives, and events; plan MDF and report ROI.
Represent Nozomi Networks at partner summits, industry trade shows, and OT/IT security conferences, and stay current on OT, IoT, and CPS security trends and competitors.
Perform other duties as assigned by the Head of WW Channel.