Channel Account Manager

Position Overview

• Location Type: Remote
• Employment Type: Full-time
• Salary: Not specified

Apiiro is a fast-growing startup at the forefront of the application security field. Our cutting-edge platform is designed to help development teams build secure software quickly, enabling them to move faster while managing risks. As pioneers in the app-sec space, we’re shaping the future of secure software development. If you're looking for an exciting opportunity to make a significant impact and grow with a passionate team, Apiiro is the place to be. We’re seeking a Channel Account Manager (CAM) to drive growth with our top channel resellers and consulting partners, leveraging our recently launched partner program. If you're a high-energy achiever with a proven ability to build pipelines and scale indirect business, we want you on our team!

Responsibilities

• Drive, Build, and Shape
• Deliver and exceed sales goals for specific and targeted partner accounts.
• Build a pipeline of new opportunities with targeted partners, from intro meeting set to discovery stages.
• Provide weekly reporting (regular/as needed) of pipeline activity for meetings set, opportunities registered, and POC’s set. Understand how to forecast with a high degree of accuracy.
• Provide regular updates to management on status of existing partners, recruitment of new partners, et al.
• Organize and run channel training (sales and technical) and enablement to educate, motivate, and accelerate partner growth.
• Analyze sales statistics to identify growth with resellers and consulting partners.
• Implement and improve processes to optimize channel sales program effectiveness.
• Deliver sales presentations to key partners and clients in coordination with partner representatives.
• Work closely with our Direct sales team, SDRs, Marketing, Ops, and Product.
• Be ambitious, curious, and show initiative to help evolve our growing channel business. We need problem solvers, relationship builders, opportunity seekers who have a positive attitude and are excited to build / run / own their business!

Requirements

• 5-8 years of experience in channel sales, channel management, sales, sales management, business development or other partner or customer facing roles.
• Domain knowledge of Application Security
• Deep knowledge of channel and partnering models.
• Experience with major cybersecurity resellers such as Guidepoint, Trace3, WWT, Optiv, Tevora, and other top cyber security resellers required.
• Startup experience and “roll up the sleeve” spirit to make our partners successful!
• Highly developed interpersonal organizational skills required.
• Execute upon the regional growth plan through accurate forecasting, visibility to top deals within the dedicated group, execution of the growth plan detail around new business and existing client growth, the conversion, penetration, and retention plans.

Company Information

Apiiro is a fast-growing startup at the forefront of the application security field. Our cutting-edge platform is designed to help development teams build secure software quickly, enabling them to move faster while managing risks. As pioneers in the app-sec space, we’re shaping the future of secure software development.