Channel Account Manager (East Coast)

TL;DR

Channel Account Manager (East Coast): Develop channel ecosystem with VARs to drive partner-led opportunities in SaaS and AI Security with an accent on achieving ADR and PIR goals, partner recruitment, and pipeline management. Focus on executing BDR campaigns, lead gen events, and aligning with sales teams to meet regional targets.

Location: East Coast, US (must be in region, ideally Southeast); able to legally work in the US; willingness to travel +60% in region

Company

Fast-growing startup in software-as-a-service and AI Security providing innovative solutions to secure organization-to-SaaS surface and govern employee access to 3rd party vendors.

What you will do

• Develop channel ecosystem with National, Super-Regional, and Regional VARs to drive net new partner-led opportunities
• Achieve ADR and PIR goals by establishing regional targets and managing partners and RSMs
• Initiate and execute partner BDR campaigns and lead gen events
• Recruit, operationalize, and maintain engagement with partners
• Articulate Grip solutions value proposition and align with field sales and cross-functional teams
• Manage deal registrations, Salesforce hygiene, and facilitate intros with alliance partners

Requirements

• 5+ years as Channel Account Manager in cybersecurity or enterprise software
• Strong hunter mentality and entrepreneurial drive
• Deep executive-level relationships with regional and national resellers
• Proven ability to develop partner business plans and deliver outcomes
• Experience aligning with field sales and go-to-market teams
• Excellent communication, presentation, and relationship-building skills
• Strong organizational skills and team player mindset in high-growth startup

Culture & Benefits

• Thrive in a high-growth, startup environment tackling complex SaaS and AI Security challenges
• Work with super-talented people not afraid of technical challenges
• Opportunity to break down barriers and achieve impactful solutions