Senior Channel Account Manager

🕒 Yesterday

🇺🇸 United States – Remote

💵 $137k - $177k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

👻 Ghost score 0%

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Nozomi Networks

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

🏭 Manufacturing

🎖️ Defense

📦 Logistics

Manufacturing • Defense • Logistics

Nozomi Networks is a leading provider of industrial cybersecurity solutions, delivering unparalleled asset intelligence, threat detection, and AI-driven insights. Specializing in cybersecurity for operational technology (OT) and Internet of Things (IoT), Nozomi Networks offers solutions such as asset inventory management, threat detection and response, risk and vulnerability management, and continuous network monitoring. The company serves a wide range of industries including energy, manufacturing, and utilities, ensuring their ICS and SCADA systems are protected. Nozomi Networks is recognized for its deep expertise in protecting critical infrastructure and operational technology, with strong compliance with cybersecurity standards.

📋 Description

• Own a focus partner portfolio across VARs, distributors, and MSSPs, driving documented joint business plans with named accounts, committed pipeline, and quarterly milestones • Move focus partners toward independent lead generation, technical positioning, and delivery of their own platform services • Drive account mapping between focus partners and each POD • Grow managed and professional services partners into recurring revenue streams • Partner with Sales leadership on coverage and compensation questions for service providers selling across POD boundaries • Exceed quarterly partner-sourced pipeline and bookings targets • Bring the appropriate partner into opportunities, protect deal economics, and manage channel conflict • Ensure deal registrations, transacting partners, and channel path data are accurate and complete • Deliver per-partner metrics and focus partner readouts into POD QBRs, Americas business reviews, and global channel reporting • Recruit partners selectively to address coverage, vertical, or capability gaps • Manage commercial and public sector distributors to drive recruitment, enablement, and clean transaction flow • Own partner sales and technical enablement plans; track certification and competency levels • Build and execute joint campaigns, demand generation, event programs, MDF planning, and ROI reporting with Marketing • Attend partner summits, industry trade shows, and OT/IT security conferences • Stay current on OT, IoT, CPS security trends, and the competitive landscape • Perform other duties as assigned by the Head of WW Channel

🎯 Requirements

• Significant channel sales experience at a cybersecurity, infrastructure or enterprise software vendor • Consistent record of exceeding partner-sourced pipeline and bookings targets in North America • Proven experience building a partner from low productivity into a material revenue contributor • Existing, current relationships across the North American security channel, including VARs, security-focused solution providers, distributors, and system integrators • Working knowledge of OT, ICS and critical infrastructure environments • Experience designing and running partner enablement and certification programs • Ability to operate in a lean, high-accountability environment with limited support and shifting priorities • Strong commercial and operational discipline, including clean CRM hygiene and accurate forecasting • Ability to build and defend a partner business case with data • Excellent written and verbal communication • Ability to work effectively as a remote employee • Willingness to travel extensively, often on short notice • Bachelor's degree, Master's degree, or equivalent experience • Experience building an MSSP or managed services partner motion would be an advantage • Experience with OT OEM, automation vendor, or industrial technology alliances is desirable • Experience in a POD, pod-based, or segment-aligned sales model would be highly advantageous • Familiarity with the OT and CPS security competitive landscape would be an advantage • Successful candidates must undergo background verification checks

🏖️ Benefits

• Medical insurance • Dental insurance • Vision insurance • Life insurance • Disability insurance • 401(k) plan • Employer matching program • Flexible paid time off • Paid holidays • Paid parental leave • Health & Wellness benefits • Financial benefits • Work-Life Balance benefits • Unparalleled Flexible Time-Off

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