Channel Account Manager

Job not on LinkedIn

🕒 February 27

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 56%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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AppGate

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

🎖️ Defense

📦 Logistics

Consulting • Defense • Logistics

AppGate is a global cybersecurity company that delivers high-performance Zero Trust Network Access (ZTNA) solutions for enterprises and government agencies. Its platform enforces identity-based, adaptive access policies using real-time risk scoring, AI-powered application discovery, and a direct-routed architecture designed to avoid cloud bottlenecks and scale with demanding environments. AppGate also provides professional services and cyber advisory offerings — including adversary simulation, penetration testing, and third-party access risk assessments — to help organizations implement and operationalize Zero Trust controls.

📋 Description

• Drive partner-sourced revenue and achieve or exceed channel sales quota • Manage the end-to-end channel sales process with partners to close new business and new logos • Build, maintain, and expand relationships with strategic resellers, GSIs, and technical alliance partners • Develop and execute joint business plans and go-to-market strategies • Lead quarterly business reviews and track progress against partner plans • Identify and pursue partner-driven business opportunities and build sales pipelines • Coordinate and deliver partner training and enablement programs • Provide product training, certifications, sales coaching, tools, collateral, and demo resources • Collaborate with partner sales representatives on significant opportunities and drive deals to closure • Recruit and onboard new channel partners in target markets • Conduct business performance reviews and track partner-driven revenue, pipeline, and KPIs • Maintain account plans and quarterly metrics dashboards for internal management • Collaborate with direct sales, marketing, sales engineering, technical, channel programs, and operations teams • Monitor North American competitive and channel trends and refine channel strategy • Manage channel business across the Western half of North America, covering the U.S. and Canada • Travel approximately 50% for partner visits, customer calls, events, trade shows, and internal meetups • Report to the SVP, Channel and Strategic Partnerships and work with regional Channel Managers and the North America Sales team

🎯 Requirements

• Bachelor’s Degree required, preferably in Business, Marketing, or a related field • 5+ years of experience in channel sales, channel account management, or business development in the cybersecurity industry • Experience managing reseller partnerships within North America • Strong understanding of channel ecosystems and business models, including value-added resellers, integrators, distributors, and technology alliance partners • Familiarity with cybersecurity concepts and trends, including zero trust, cloud security, network security, and SASE • Demonstrated history of meeting or exceeding sales targets through partners • Excellent communication and presentation skills • Executive presence and ability to lead quarterly business reviews and strategy sessions • Strong strategic planning skills and data-driven mindset • Ability to analyze sales metrics, pipeline data, and partner activity ROI • High energy, self-motivation, adaptability, and proactive hunter mentality • Ability to collaborate with cross-functional teams and lead virtual teams through influence • Strong negotiation and conflict-resolution skills • Proficiency in CRM, account mapping, and partner relationship management tools • Salesforce.com experience preferred • Proficiency with Excel and PowerPoint • Strong organizational skills • Understanding of channel marketing, demand generation, co-marketing initiatives, and MDF usage beneficial • Affinity for technology and ability to understand technical product advantages • Entrepreneurial approach and ability to innovate new partner programs or offerings • Cultural awareness and regional insight into North American markets

🏖️ Benefits

• Approximately 50% travel • Company credit card for travel expenses • Supportive travel policy • Equal employment opportunity and affirmative action protections