Channel Account Manager

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Horizon3.ai

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2019

Horizon3.ai's mission is to help you find and fix attack vectors before attackers can exploit them. NodeZero, our autonomous penetration testing solution, enables organizations to continuously assess the security posture of their enterprise, including external, identity, on-prem, IoT, and cloud attack surfaces.

📋 Description

• Own and grow relationships with key German speaking channel partners, acting as the primary point of contact for business planning, pipeline development, and ongoing account management. • Build and execute a joint go-to-market plan with this strategic partner, including sales plays, campaigns, enablement, and executive alignment. • Recruit, onboard, and enable additional partners in the DACH territory, to complement and extend the impact of the strategic reseller relationship. • Drive partner-sourced and partner-influenced pipeline by building joint account plans, campaigns, and activities with top regional partners. • Collaborate closely with Regional Sales, SEs, and Marketing to execute DACH channel strategies, including co-selling, co-marketing, and events. • Manage the full partner sales motion from opportunity identification through qualification, POV (proof of value), negotiation, and close in collaboration with account executives. • Maintain accurate partner opportunity, contact, and activity data in Salesforce (SFDC) and related tools, ensuring forecast accuracy and pipeline hygiene. • Deliver ongoing partner training and enablement on NodeZero™, including sales plays, messaging, and competitive positioning tailored to the DACH market. • Run quarterly business reviews (QBRs) with strategic and growth partners to inspect pipeline, progression, and joint marketing and investment plans. • Collect and share partner and customer feedback to influence product roadmap, pricing, and channel programmes. • Champion Horizon3.ai’s channel strategy internally, advocating for DACH partner needs while reinforcing partner-first behaviours across the GTM organisation.

🎯 Requirements

• 5+ years of experience in a channel-focused role (Channel Account Manager, Channel Sales, Partner Manager, Alliances, or similar) in cybersecurity, InfoSec, or B2B SaaS. • Demonstrated success building and monetising strategic reseller relationships in the DACH region, ideally including experience activating a large, national VAR or systems integrator. • Proven track record of consistently exceeding revenue targets through partner-sourced and partner-influenced deals. • Deep understanding of channel sales motions in the DACH market, including joint account planning, MDF/marketing campaigns, co-selling, and deal registration. • Experience partnering with field and commercial AEs to drive joint opportunities and improve win rates. • Strong sales process discipline – able to manage multiple deals simultaneously, run structured POVs, and negotiate complex opportunities. • Excellent communication and presentation skills, comfortable in both virtual and in-person meetings with partners and end-customers. • Proficiency with Salesforce (SFDC) and common sales/marketing tools (e.g., CRM, Outreach, LinkedIn Sales Navigator, ZoomInfo, Slack). • Fluent in English and German; additional European languages are a plus. • Bachelor’s degree or equivalent work experience required.

🏖️ Benefits

• Inclusive team: We value diversity and promote an inclusive culture where everyone can thrive. • Growth opportunities: Be part of a dynamic and growing team with numerous career development opportunities. • Innovative culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. • Remote-first: Enjoy the flexibility to work in the way that supports you and brings out your best. • Competitive compensation: Competitive salary, equity, and benefits, including health, vision & dental insurance for you and your family, flexible vacation, and generous parental leave.