Channel Account Manager

🕒 March 24

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ReversingLabs

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

🔒 Cybersecurity

💰 $56M Series B on 2021-08

Cybersecurity • Software • Technology

ReversingLabs is a company specializing in software supply chain security, providing solutions to detect malware, manage third-party software, and secure software development processes. Their products include Spectra Assure, which is used for identifying threats and vulnerabilities in software components. ReversingLabs leverages the world's largest threat repository to offer high-speed, high-volume file analysis, and authoritative malware intelligence. The company aims to improve security operations by automating analysis workflows and increasing visibility to reduce attack risks.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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.