Full-Time

Channel Account Manager

Cam, East

Posted on 5/9/2024

Horizon3.ai

Horizon3.ai

51-200 employees

Autonomous pentesting and remediation platform

Cybersecurity
AI & Machine Learning

Expert

Remote in USA

Required Skills
Sales
Communications
Salesforce
AWS
Marketing
Requirements
  • Minimum of 5+ yrs of experience in Channel Sales or a related field
  • Willingness and ability to travel up to 50% of the time
  • Proven history of successfully selling within or through the security channel partner ecosystem in the designated region
  • Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing
  • Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm
  • Excellent presentation, written, and overall communication skills
  • Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting
Responsibilities
  • Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts
  • Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth
  • Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel
  • Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships
  • Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives
  • Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals
  • Plan and execute regional partner events to foster relationships and drive business growth
  • Identify and map to accounts actively engaged by partners to maximize sales opportunities
  • Develop comprehensive business plans for each region to achieve sales targets and objectives
  • Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress
  • Keep a vigilant eye on competitor activity within the channel and report findings to the executive team
  • Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability
  • Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace
  • Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts
  • Oversee the management of partner marketing funds to drive joint marketing efforts effectively

NodeZero™ by Horizon3.ai is an autonomous pentesting platform that continuously identifies and prioritizes weaknesses in networks, offering practical remediation guidance without the need for agents, code, or consultants. It delivers production-safe autonomous pentests and scales across internal, external, cloud, and hybrid cloud environments, addressing common security problems such as ineffective security tools and alert fatigue.

Company Stage

Series C

Total Funding

$87M

Headquarters

San Francisco, California

Founded

2019

Growth & Insights
Headcount

6 month growth

23%

1 year growth

25%

2 year growth

52%