Channel Account Manager (Cybersecurity)

Location: San Francisco Bay Area, United States; regional coverage includes Southern California, the Pacific Northwest, and Mountain/Southwest markets.

Company

Develops autonomous cyber defense products using AI agents to help security teams identify and remediate risks in complex production environments.

What you will do

• Build and execute the Western US channel strategy, prioritizing partners most likely to generate revenue.
• Recruit, activate, and grow resellers, advisory firms, service providers, and technology partners.
• Create joint account plans, map target accounts, and generate partner-sourced or partner-influenced pipeline.
• Enable partners on the value proposition and collaborate with sales teams through registration, evaluation, and close.
• Track pipeline, bookings, partner productivity, and program ROI to refine the regional plan.

Requirements

• 7+ years of experience in channel, alliances, or partner development.
• 5+ years of cybersecurity experience and a strong network across the Western US cybersecurity partner ecosystem.
• Experience developing focused partner plans, enabling sellers, and selling complex enterprise security solutions with partners.
• Strong commercial judgment, operating discipline, and experience owning pipeline and bookings targets.
• High-growth or challenger-company experience, with willingness to travel and work hands-on.

Culture & Benefits

• Early-stage environment combining frontier AI research with cybersecurity expertise.
• Work with partners and enterprise customers across complex production environments.
• Backed by Greylock and Bain Capital Ventures.