Channel Account Manager

Summary

Join HackerOne as a Channel Account Manager to drive channel partner sales, focusing on SHI and other commercial partners. Develop and maintain strong relationships with partners, providing training and support to ensure effective sales of HackerOne solutions. Collaborate with internal sales and marketing teams to align strategies and execute joint marketing campaigns. Track and analyze partner performance, negotiate contracts, and resolve issues. This remote position, based in Austin, TX, requires up to 30% travel and offers a flexible work approach. The ideal candidate possesses 5+ years of channel account management experience, a proven track record of achieving sales targets, and experience in the cybersecurity industry. HackerOne offers competitive compensation and benefits, including health insurance, retirement plans, paid time off, and more.

Requirements

• 5+ years of experience in channel account management or partner management
• Proven track record of achieving sales targets through channel partners
• National partner management experience with experience working directly with or for SHI
• Experience working in the cybersecurity industry
• Excellent communication, negotiation, and relationship-building skills
• Self-motivated and ability to work independently and as part of a team in a fast-paced environment
• Experience and willingness to hit goals while contributing effectively to developing and refining new programs
• Strong analytical skills and the ability to use data to drive decision-making
• Must be based in Austin, TX and able to travel up to 30%

Responsibilities

• Develop and maintain strong relationships with key channel partners (SHI and other commercial partners) to drive sales and achieve revenue targets
• Provide training and support to channel partners to ensure they are knowledgeable about HackerOne’s products and can effectively communicate value to customers
• Collaborate with internal sales teams to align on account engagement strategies with overall sales objectives
• Work with the marketing team to create and execute joint marketing campaigns with channel partners
• Track and analyze channel partner performance, providing regular updates and insights to internal stakeholders
• Negotiate partner agreements and contracts, ensuring mutually beneficial terms and compliance with company policies
• Address and resolve any issues or conflicts that arise with channel partners promptly and effectively

Preferred Qualifications

• Experience selling services like Pen Testing or Consulting Services
• Familiarity with CRM (SalesForce) systems and sales enablement tools
• Bonus points if you have working professional proficiency in Spanish or Portuguese

Benefits

• Health (medical, vision, dental), life, and disability insurance
• Equity stock options
• Retirement plans
• Paid public holidays and unlimited PTO
• Paid maternity and parental leave
• Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)
• Employee Assistance Program
• Flexible Work Stipend