Channel Account Director

Summary

Join SecurityScorecard as a Channel Sales Manager, Public Sector, and lead our key distributors and value-added resellers to drive strategic growth within the public sector. You will generate and accelerate pipeline through partner-driven sales activities, develop and manage enablement programs for channel partners, and conduct regular business reviews. Responsibilities include providing performance reports, using data to optimize pipeline activities, and collaborating with marketing and sales teams. This role requires 7+ years of experience managing public sector channel relationships and sales, along with strong relationships within the distribution and channel community. A strong understanding of the federal ecosystem and system integrators is also essential. SecurityScorecard offers a competitive salary, stock options, health benefits, unlimited PTO, parental leave, and tuition reimbursements.

Requirements

• 7+ years experience in managing Public Sector channel relationships and sales
• Cyber and Infosec experience mandatory
• Strong, verifiable relationships with VP-level and above within the distribution and channel community across Public Sector
• Strong understanding of federal system integrators with existing relationships
• Understanding of federal ecosystem and sell through strategic revenue opportunities
• Exceptionally strong presentation and communication skills
• Start up experience with success in standing up channel programs
• Experience in onboarding managed service providers as a revenue stream

Responsibilities

• Responsible for leading and enabling our key distributor and value added resellers to drive strategic growth and success within the Public Sector
• Lead efforts to generate and accelerate pipeline through partner-driven sales activities, including joint outreach, prospecting, and lead generation including; channels and federal system integrators
• Develop, implement, and manage enablement programs for channel partners, covering product knowledge, sales strategies, and technical expertise
• Conduct regular business reviews with channel partners to assess progress and identify new business opportunities
• Provide regular performance reports on pipeline generation, upsell activities, and overall partner success
• Use data and insights to track partner effectiveness and identify opportunities to optimize pipeline activities
• Collaborate with the SecurityScorecard Channel Marketing team to implement co-marketing initiatives that drive pipeline growth and create upsell opportunities
• Collaborate with the sales leadership and broader team to develop and execute joint sales strategies and go-to-market plans with channel partners
• Work effectively with fellow channel managers in providing cohesive and consistent coverage for SecurityScorecard

Preferred Qualifications

• Proven track record of achievement above plan
• Experience working for growth companies of similar scale
• Proven ability to onboard and grow new partners accelerating revenue
• Creative solitons developer, thinks outside the box to solve challenges

Benefits

• Competitive salary
• Stock options
• Health benefits
• Unlimited PTO
• Parental leave
• Tuition reimbursements