Channel Account Manager (West)
Remote · United States
Job Summary
Identify, enable, and expand relationships and revenue with West channel partners (VARs, MSSPs, GSIs, distributors). Own partner-sourced and partner-influenced pipeline targets, drive co-selling motions and joint go-to-market initiatives including campaigns, events, and solution packaging. Build and deliver enablement programs that equip partner sales and technical teams to effectively position and demo Censys solutions, keeping them current on new capabilities and competitive differentiation. Conduct regular business reviews and track partner performance metrics — pipeline contribution, deal registration, revenue attainment — providing data-driven insights to sales leadership.
Required Qualifications
- 5+ years in channel sales, partner management, or alliances with a proven track record of driving revenue through indirect motions
- Cybersecurity industry experience required; familiarity with SOC operations, threat detection, or AI-driven security is a plus
- Deep understanding of East market dynamics and key players
- Strong communication, negotiation, and executive presence
- Highly organized and self-directed, with the ability to manage a large partner portfolio in a fast-moving startup environment
- Willingness to travel within territory as needed
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