Channel Account Manager

🔥 20 minutes ago

🇺🇸 United States – Remote

💵 $146k - $245.5k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

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Vectra AI

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2012

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Vectra AI is a leading cybersecurity company specializing in AI-driven detection and response solutions to protect against complex cyber threats. The company offers an integrated platform for extended detection and response (XDR), capable of detecting, prioritizing, investigating, and responding to threats across networks, identities, clouds, and endpoints. Vectra AI leverages Attack Signal Intelligence to provide real-time, AI-driven insights that empower security analysts to detect and stop attacks more effectively. It is widely used across various industries, including finance, healthcare, government, and critical infrastructure, helping organizations improve their security posture, reduce alert noise, and enhance their incident response capabilities. Vectra AI is recognized globally for its pioneering work in AI security and holds numerous patents in threat detection.

📋 Description

• Own and execute the US channel strategy in alignment with US business priorities • Identify, prioritize, and develop focus partners contributing to pipeline, revenue, and year-on-year growth • Build joint business plans with strategic partners and distributors, including revenue targets, pipeline goals, enablement plans, certification milestones, marketing activities, and executive engagement • Segment the partner ecosystem by capability, coverage, market focus, and revenue potential • Develop partner coverage models across enterprise, commercial, mid-market, MSSP, and distributor-led motions • Drive channel-sourced and partner-led pipeline creation across the US • Work with partners to identify, qualify, develop, and close opportunities • Align partner sales teams, distributor resources, internal RSMs, SEs, marketing, and leadership to accelerate opportunities • Maintain visibility of partner pipeline, deal progression, forecast accuracy, and risk areas • Drive partner contribution to US revenue targets • Ensure focus partners are trained and certified through sales, technical, and solution enablement programs • Track certification progress and address partner capability gaps through enablement, coaching, or executive support • Manage relationships with key distributors and focus partners across the US • Establish regular business reviews covering pipeline, performance, enablement, certification, marketing activities, and growth plans • Hold partners accountable to business plans, activity targets, pipeline generation, and revenue contribution • Build executive-level relationships with priority partners and distributors • Develop partners from assisted engagement toward independent opportunity execution • Define rules of engagement for partner-led opportunities • Build repeatable processes for opportunity qualification, POV support, deal registration, escalation, and follow-up

🎯 Requirements

• Proven experience in channel sales, partner management, alliances, or distribution sales within enterprise technology • Strong experience managing channel ecosystems across US • Demonstrated ability to grow partner-led pipeline and revenue • Experience building joint business plans with distributors, resellers, MSSPs, system integrators, or strategic partners • Strong commercial acumen with the ability to connect partner activity to revenue outcomes • Experience working with sales teams, pre-sales teams, marketing, operations, and executive stakeholders • Ability to manage complex partner relationships and drive accountability • Strong understanding of enterprise sales cycles, deal qualification, pipeline management, forecasting, and partner-led go-to-market models • Excellent communication, negotiation, presentation, and executive relationship management skills • Ability to operate independently across a regional territory and manage multiple partner priorities • Preferred: experience in cybersecurity, SaaS, cloud, networking, data, identity, SOC, SIEM, SOAR, EDR, XDR, or related enterprise technology markets • Preferred: existing relationships within the US partner, distributor, MSSP, or security reseller ecosystem • Preferred: experience working in a high-growth, channel-led, or scale-up environment • Preferred: experience developing partner certification, enablement, or partner maturity programs • Preferred: familiarity with enterprise and mid-market buying motions across US

🏖️ Benefits

• Competitive base pay • Incentive plan eligibility • Participation in the employee equity plan (stock options) • Health care insurance • Income protection / life insurance • Access to retirement savings plans • Behavioral & emotional wellness services • Generous time away from work • Comprehensive employee recognition program

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