Channel Account Manager

Summary

Join Censys as a Channel Manager for the West and play a pivotal role in expanding our market presence and driving revenue growth. This remote position, based in the Mountain or Pacific Time Zones, focuses on identifying, enabling, and expanding relationships with West channel partners. You will develop and implement a comprehensive channel strategy, recruit and onboard partners, and collaborate with internal teams to drive joint go-to-market activities. Success in this role requires extensive sales and partner program experience, strong communication and negotiation skills, and a strategic mindset. The OTE for this position ranges from $240,000 to $280,000 USD plus equity.

Requirements

• 5+ years of sales experience exceeding revenue goals
• 5+ years of programmatic partner program experience with consistent track record of success, preferably in the cybersecurity sector
• Strong understanding of the West - includes Central market and channel dynamics
• Excellent negotiation, communication, and relationship-building skills
• Strategic-thinker and problem-solver with the ability to analyze data and make data-driven decisions
• Demonstrated accuracy, attention to detail and high levels of presentation, communication and interpersonal skills

Responsibilities

• Recruit, onboard, enable, and expand relationships and revenue with West partners
• Develop and implement a comprehensive channel strategy aligned with the region’s overall business objectives
• Identify and evaluate potential channel partners to expand market reach and increase revenue streams
• Lead partnership agreement negotiations, ensuring terms are mutually beneficial and aligned with company standards
• Cultivate and maintain strong, collaborative relationships with existing and prospective channel partners
• Establish joint business plans and monitor key performance indicators (KPIs) with channel partners to maximize mutual success
• Collaborate with internal subject matter experts, sales, marketing, legal, and technical teams to drive joint go-to-market activities
• Stay informed about industry trends, competitor activities, and market dynamics in the West region

Benefits

• Our on-target earnings (OTE) range for this role is between $240,000 USD and $280,000 USD + equity
• Remote position