Channel Account Manager

🕒 Março 24

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ReversingLabs

SiteLinkedInTodas as Vagas

201 - 500 funcionários

Fundada em 2017

🔒 Cibersegurança

💰 $56.000.000 Series B em 2021-08

Cybersecurity • Software • Technology

ReversingLabs é uma empresa especializada em segurança da cadeia de suprimentos de software, oferecendo soluções para detectar malware, gerenciar software de terceiros e proteger processos de desenvolvimento de software. Seus produtos incluem o Spectra Assure, que é usado para identificar ameaças e vulnerabilidades em componentes de software. A ReversingLabs utiliza o maior repositório de ameaças do mundo para oferecer análises de arquivos em alta velocidade e volume, além de inteligência autoritativa sobre malware. A empresa visa melhorar as operações de segurança automatizando fluxos de trabalho de análise e aumentando a visibilidade para reduzir os riscos de ataques.

Descrição

• Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s) • Identify key initiatives and targeted sellers associated • Develop marketing and technological activities to support initiatives in the field • Assist with and monitor execution of field plan activities • Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders • Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs) • Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary • Perform quarterly business review (QBR) with assigned strategic partner(s) • Overall sales and revenue performance against strategic partner target(s) • Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager) • Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.) • Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s) • Sales/Revenue breakdown (examples) • Seller Participation • Product • Contract Term • New Logo Attainment • Large Deal Quantity • Develop national/regional market coverage plans and initiatives • Drive recruitment initiatives where applicable for underdeveloped markets • Develop onboarding programs and strategies • Strategic sellers – work with channel manager on general onboarding process • Work with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic prod. material

🎯 Requisitos

• A disciplined and proven customer-centric sales process. • Demonstrated Channel Sales experience with a track record of exceptional achievement. • Experience in a complex sales environment, managing large, visible, demanding customer accounts. • The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done • The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles • The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative

🏖️ Benefícios

• Base Salary: $130,000 – $140,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build. • 401(k) with both Traditional and Roth options to support your long-term financial goals • Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings • Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs • Health Reimbursement Arrangement (HRA): we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind • 100 % Employer-paid dental, vision, disability, and life insurance • Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection • Pet insurance: because family comes in many forms 🐾 • Complimentary Calm app membership to support mindfulness, focus, and better sleep • Flexible PTO: take the time you need to recharge and take care of what matters most • Quarterly Wellness Weekends: company-wide 3-day breaks built into the year to truly rest and reboot. • Remote work stipend to help offset internet and cell phone expenses • Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization you care about • Continuous learning and development with full access to Udemy Business • Clear paths for advancement, internal mobility, and ongoing career development • A collaborative, innovative, and remote-first environment where your work has real impact • Workplace Recognition: ReversingLabs is proud to be recognized as a Best Workplace by Inc. (2025) and a Best Place to Work by Built In (2025 & 2026) across multiple categories.