Channel Account Manager (Cybersecurity)

Location: Remote, UK

Company

Binalyze develops AIR, a cybersecurity investigation platform that helps security teams turn alerts into actionable understanding.

What you will do

• Activate existing VAR and reseller partners and grow the partner ecosystem.
• Build commercial relationships with priority partners and their sales teams.
• Create and execute joint business plans with pipeline and revenue goals.
• Build partner mindshare, identify opportunities across partner customer bases, and support strategic joint opportunities with direct sellers.
• Enable partners to identify, develop, and close Binalyze opportunities; recruit new partners where capability, coverage, or market gaps exist.
• Run partner pipeline and performance reviews, measure active partners, partner-generated pipeline and ARR, and coordinate technical 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 and ability to coach partner sellers through qualification, deal progression, and close.
• Confidence working with direct sales teams while maintaining a partner-first approach.
• Ability to build relationships with sales leaders and front-line sellers.
• Data-led approach to pipeline, conversion, and ARR.
• Excellent communication, negotiation, and stakeholder-management skills.

Nice to have

• Experience in cybersecurity, digital forensics, incident response, SOC, EDR, or related security technology.
• 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 including 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.