Channel Account Manager

Summary

Join Apiiro, a fast-growing application security startup, as a Channel Account Manager (CAM) to drive growth with top channel resellers and consulting partners. You will be responsible for exceeding sales goals, building pipelines, providing regular reporting, organizing channel training, analyzing sales statistics, and optimizing channel sales programs. This role requires strong interpersonal skills, experience in channel sales, and deep knowledge of channel and partnering models, particularly within the cybersecurity industry. Apiiro values teamwork, striving for greatness, accountability, customer centricity, and offers a collaborative environment to build the next generation of secure software.

Requirements

• 5-8 years of experience in channel sales, channel management, sales, sales management, business development or other partner or customer facing roles
• Domain knowledge of Application Security
• Deep knowledge of channel and partnering models
• Experience with major cybersecurity resellers such as Guidepoint, Trace3, WWT, Optiv, Tevora, and other top cyber security resellers required
• Highly developed interpersonal organizational skills required

Responsibilities

• Deliver and exceed sales goals for specific and targeted partner accounts
• Know how to build a pipeline of new opportunities with targeted partners, from intro meeting set to discovery stages
• Provide weekly reporting (regular/as needed) of pipeline activity for meetings set, opportunities registered, and POC’s set. Understand how to forecast with a high degree of accuracy
• Provide regular updates to management on status of existing partners, recruitment of new partners, et al
• Organize and run channel training (sales and technical) and enablement to educate, motivate, and accelerate partner growth
• Analyze sales statistics to identify growth with resellers and consulting partners
• Implement and improve processes to optimize channel sales program effectiveness
• Deliver sales presentations to key partners and clients in coordination with partner representatives
• Work closely with our Direct sales team, SDRs, Marketing, Ops, and Product
• Be ambitious, curious, and show initiative to help evolve our growing channel business. We need problem solvers, relationship builders, opportunity seekers who have a positive attitude and are excited to build / run / own their business!
• Execute upon the regional growth plan through accurate forecasting, visibility to top deals within the dedicated group, execution of the growth plan detail around new business and existing client growth, the conversion, penetration, and retention plans
• Strong understanding of business models in determining and delivering results with high impact to revenue and income goals
• When and where effective and appropriate will conduct face to face partner meetings/presentations

Preferred Qualifications

Startup experience and “roll up the sleeve” spirit to make our partners successful!