Channel Account Manager

Summary

Join SpecterOps as a Channel Account Manager and contribute to the company's growth by expanding its market presence and ensuring partners contribute to sales. You will be responsible for identifying and signing qualified channel partners, expanding relationships with existing partners, and managing the growing channel of traditional VARs, distributors, SIs, and consultants. This remote position offers a competitive salary and commission structure, with a potential OTE of $120,000 - $180,000. The ideal candidate will be based in Seattle, San Francisco, Los Angeles, Denver, or Chicago and have a deep understanding of the channel sales model and experience designing and managing GTM channel strategies.

Requirements

• Minimum 5-7+ years full cycle channel sales management
• Bachelor’s degree or equivalent work experience
• Deep understanding of the channel sales model, experience designing and managing GTM channel strategies
• Effective presentation skills
• Experienced negotiator working with customers and partners to complete terms, conditions, considerations, and pricing
• Demonstrated ability managing partners and executing joint business planning
• Experience building and executing business and marketing plans with partners
• Ability to successfully complete a criminal background investigation
• Desire to embody our core values of passionate curiosity, consistent improvement, empathy, sustainability, humility, and empowerment through transparency

Responsibilities

• Identify, recruit and onboard new, qualified partners to sell BloodHound Enterprise while expanding business with current partners
• Define and manage GTM strategy with key partners in assigned territory with set revenue targets
• Develop training and enablement plan for partner business/technical teams
• Establish productive and professional relationships with partners from leadership to field sales
• Identify and qualify short- and long-term business opportunities and address competitive threats
• Achieve quarterly and annual sales goals and objectives
• Build in-depth knowledge of partner’s business priorities, challenges and initiatives
• Develop strong relationships with partners using internal and external resources to maximize revenues opportunities
• Establish clear goals and priorities translate strategy into action plans; keep the business focused on the core drivers of profitable growth. Hold self and partners accountable for onboarding goals against a timeline

Preferred Qualifications

Experience in the SaaS and cybersecurity space with an emerging category offering

Benefits

• Health/Dental/Vision/life insurance: 100% covered for both the employee and their family
• Flexible time off policy
• 13 paid holidays annually
• 401(k) with up to 4% company match
• Stock Options & quarterly bonuses
• Remote work: $1,500 new hire allowance to set up home office
• Remote work: $500 annual home office allowance after first year
• Remote work: $150 monthly cell phone and internet reimbursement
• Remote work: $5,000 annual professional development allowance
• Remote work: $5,250 towards continuing education or student loan repayment
• Remote work: $1,200 annual budget for lifestyle, wellness, pet insurance and more
• Remote work: A one-time $10,000 benefit towards family planning
• Remote work: In person and virtual employee events throughout the year
• Remote work: And of course, company swag!