Channel Account Manager

Salary: $91.4K - $101.5K Location Type: Remote Employment Type: FullTime

Position Overview

HackerOne is seeking a Channel Account Manager to drive our channel partner sales. This role involves managing and developing relationships with SHI and a subset of regional partners within our commercial sales segment, ensuring they are equipped to effectively promote and sell HackerOne’s solutions. This is an opportunity to make a substantial impact by executing the partner program in a company that values culture, innovation, and action-oriented growth.

Location: Austin, TX (Remote) Reports to: VP, Partnerships Sales Travel: Up to 30%

HackerOne embraces a Flexible Work approach, enabling remote work while maintaining productivity and collaboration. We are seeking candidates located in Austin, TX, and surrounding metropolitan areas for occasional in-person interactions.

About HackerOne

HackerOne is a global leader in offensive security solutions. Our platform combines AI with the ingenuity of the largest community of security researchers to find and fix security, privacy, and AI vulnerabilities across the software development lifecycle. The platform offers bug bounty, vulnerability disclosure, pentesting, AI red teaming, and code security. We are trusted by industry leaders such as Amazon, Anthropic, Crypto.com, General Motors, GitHub, Goldman Sachs, Uber, and the U.S. Department of Defense. HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

HackerOne Values

• Customer Obsessed: Prioritizing customer outcomes in decisions and actions.
• Default to Disclosure: Operating with transparency and integrity to ensure trust and accountability.
• Win Together: Fostering empowerment, inclusion, respect, and accountability among employees, researchers, customers, and partners.

Responsibilities

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

Minimum Qualifications

• 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, including experience working directly with or for SHI.
• Experience working in the cybersecurity industry.
• Excellent communication, negotiation, and relationship-building skills.
• Self-motivated with the ability to work independently and as part of a team.