Channel Account Manager

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September 17

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Apiiro

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Cybersecurity • SaaS • Enterprise

Apiiro is a company that offers an Application Security Posture Management (ASPM) platform designed to secure software from design to runtime. Their platform enables organizations to integrate security into every phase of the software development lifecycle by providing deep software inventory, risk assessment, and contextual security insights. Apiiro's solution helps manage application security, risk, and compliance by embedding risk-based policies and automation into software development processes. With features such as real-time code analysis, risk-based code reviews, and security controls validation, Apiiro aims to empower development and security teams to deliver secure software efficiently.

51 - 200 employees

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

💰 $100M Series B on 2022-11

📋 Description

• Deliver and exceed sales goals for specific and targeted partner accounts • Know how to build a pipeline of new opportunities with targeted partners, from intro meeting set to discovery stages. • Provide regular reporting of pipeline activity for meetings set and opportunities registered.. Understand how to forecast with a high degree of accuracy. • Provide regular updates to management on status of existing partners, recruitment of new partners, et al. • Organize and run channel training (sales and technical) and enablement to educate, motivate, and accelerate partner growth • Analyze sales statistics to identify growth with resellers and consulting partners. • Use the analysis to make recommendations on where to invest resources for optimal ROI. Own the plan and outcomes. • Recommend and develop specific channel sales programs to drive new revenue. • Implement and improve processes to optimize channel sales program effectiveness • Deliver sales presentations to key partners and clients in coordination with partner representatives • Work closely with our Direct sales team, SDRs, Marketing, Ops, and Product.

🎯 Requirements

• 4-12 years of experience in channel sales, channel management, business development, or other partner or customer facing roles. • Domain knowledge of one or more of the following: Application Security, SecOps, Cloud Security, DevSecOps, Vulnerability Mgmt, Threat Modeling, related fields. • Deep knowledge of channel and partnering models. • Experience and connections with major cybersecurity resellers such as: Guidepoint, EverSec, Trace3, Defy Security, WWT, SHI, CGI, et al • Regional experience (some combination) w/i the following: add East states • Startup experience and “roll up the sleeve” spirit to make our partners successful! • Highly developed interpersonal organizational skills required