Channel Account Manager (Cybersecurity)

Location: Remote, UK

Company

Binalyze develops AIR, a cybersecurity investigation platform that helps security teams turn alerts and incomplete data into actionable investigations.

What you will do

• Activate existing VAR and reseller partners and selectively recruit new partners to address capability, coverage, or market gaps.
• Build commercial relationships with partner sales teams and create joint business plans with pipeline and revenue goals.
• Generate mindshare and help partners identify, qualify, progress, and close Binalyze opportunities.
• Work with Binalyze sellers on strategic joint opportunities while maintaining a partner-first approach.
• Run partner pipeline and performance reviews, measuring active partners, partner-generated pipeline, and partner-generated ARR.
• Coordinate with technical teams to provide effective partner enablement.

Requirements

• Proven channel, partner, alliances, or indirect sales experience in B2B SaaS, cybersecurity, or enterprise technology.
• Track record of activating VAR, reseller, or MSSP partners and generating partner-sourced or partner-influenced revenue.
• Experience creating and executing joint business plans, including pipeline, revenue targets, and performance reviews.
• Strong commercial sales skills, including coaching partner sellers through qualification, deal progression, and close.
• Ability to build relationships with sales leaders and frontline sellers and collaborate confidently with direct sales teams.
• Data-led approach to pipeline, conversion, and ARR, with strong communication, negotiation, and stakeholder-management skills.

Nice to have

• Experience in digital forensics, incident response, SOC, EDR, or related security technologies.
• Experience with MSSPs or security-focused VARs and resellers.
• Experience building or scaling an indirect sales motion in a high-growth SaaS business.
• Familiarity with CRM and partner-management tools.

Culture & Benefits

• Fully remote and flexible working.
• Generous annual leave, wellbeing days, and a day off for your birthday.
• Private medical insurance with family cover.
• Home office setup support.
• Monthly wellbeing and entertainment allowances plus wellbeing support through Oli.
• Benefits are tailored by location and shared during the hiring process.