Remote Position
[Remote] Channel Account Manager - East
🌍 Remote · United States
💼 Full-time
Note: The job is a remote job and is open to candidates in USA. Salt Security is hiring a Regional Channel Account Manager to grow its API security business through strategic channel and alliance partners in the U.S. East Region. The role develops partner relationships and pipeline, supports joint sales and enablement initiatives, and collaborates across internal teams to drive partner-generated revenue.
Responsibilities
- Channel Development & Activation: Strengthen and enable existing partnerships with key resellers across the East Region. Build and develop enduring relationships and pipeline with Cybersecurity Channel partners to drive mutual business growth. Demonstrated track record of partnerships with the likes of GuidePoint Security, Optiv, WWT, Defy, Trace3, Myriad360, Consortium, SHI, and CDW
- Alliance Partner Engagement: Work closely with field sales and the Alliances Manager to engage Salt’s alliance partners in opportunities. Alliance partners include CrowdStrike, AWS & Kong
- Business Growth & Sales Enablement: Regular travel and engagement with partners to drive ecosystem growth with Partners. Deliver on events and go-to-market strategies, joint business plans, and technical enablement. Measured on net new growth with channel and alliance partner generated opportunities and revenue
- Cross-Functional Collaboration: Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration, enablement and success
- Market Insights & Competitive Analysis: Stay informed about industry trends, competitor activities, and emerging market opportunities to refine partner strategies
- Contract Negotiations & Compliance: Support partnership agreements, ensuring compliance with company policies and legal requirements
- Training & Enablement: Deliver ongoing partner training and enablement programs to ensure partners are equipped with the right resources and knowledge
Skills
- 4+ years of Channel Sales experience with a cybersecurity vendor
- Existing relationships and experience with security VARs in the Eastern region
- Proven ability to build and maintain strategic partnerships that drive revenue growth
- Strong negotiation, communication, and relationship-building skills
- Track record of being a self-starter working remotely and collaboratively in a fast-paced environment
- Experience in cybersecurity, technology, SaaS, or cloud-based solutions
- Proficiency in SFDC, G-Suite, Office and partner management platforms
- AWS co-sell experience and Crowdstrike knowledge valued
- Bachelor's degree in Business, Computer Science or a related field a plus
Benefits
- Performance-based incentives
- A collaborative and innovative work environment with opportunities for career growth
- Remote work (U.S. East Region; NYC a plus)
Company Overview