[Remote] Channel Account Manager - West at Endor Labs

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Application Security, DevSecOpsIndustries

Requirements

10+ years of Channel sales experience in AppSec or DevSecOps
Ability to excel in a fast paced start up environment
Track record of exceeding sales targets in AppSec or DevSecOps via partner ecosystem
Comfortable delivering initial technical presentation and demonstration in AppSec or DevSecOps
Ability to travel to support partner ecosystem activities

Responsibilities

Recruit and manage the relationships with Cyber Security solution providers and Value Added Resellers to align to AppSec and DevSecOps offerings
Hunt for new business opportunities within partner community client base
Engage Endor Labs sales teams to align pipeline and revenue growth with Partner Ecosystem
Develop GTM relationships with strategic partners to build a preference for Endor Labs
Build and execute detailed GTM plan, including account targets, enablement and marketing
Design and deliver regular communications to keep Endor Labs top-of-mind and provide updates on joint successes, product enhancement, and sales programs
Conduct recurring business reviews with key stakeholders from strategic partners and Endor Labs

Skills

Key technologies and capabilities for this role

AppSecDevSecOpsChannel SalesPartner ManagementGTM PlanningSales EnablementTechnical PresentationsBusiness Reviews

Questions & Answers

Common questions about this position

What benefits does Endor Labs offer?

Endor Labs offers a competitive salary and comprehensive benefits package including Health, Dental, Vision and Mental Health plans, a 401(k) plan, flexible PTO, opportunities for co-working and team meetups, and a dog-friendly office environment.

What is the company's culture like at Endor Labs?

Endor Labs values going to extraordinary lengths for world-class work, prioritizing quality over speed, working with kind mission-driven people, simplifying the complex, using first principles for decisions, seeking truth through data, assuming good intent, and holding no ego.

What experience is required for the Channel Account Manager role?

Candidates need 10+ years of Channel sales experience in AppSec or DevSecOps, a track record of exceeding sales targets via partner ecosystem, ability to excel in a fast-paced startup, and comfort delivering technical presentations in AppSec or DevSecOps.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What makes a strong candidate for this Channel Account Manager position?

A strong candidate has 10+ years of channel sales experience in AppSec or DevSecOps, a proven track record of exceeding sales targets through partners, thrives in a fast-paced startup, and can deliver technical demos; willingness to travel is also key.

Endor Labs

Cybersecurity software vulnerability analysis services

About Endor Labs

Endor Labs specializes in cybersecurity by focusing on reachability-based dependency analysis to identify vulnerabilities in software that hackers could exploit. Their team, composed of PhDs, analyzes software to provide a comprehensive risk score that evaluates security, quality, popularity, and activity. This analysis helps reduce alert noise by 80%, allowing clients to concentrate on the most critical issues. They offer a flexible policy engine for clients to create tailored risk profiles, minimizing disruptions in the software development process. Additionally, Endor Labs assists businesses in managing Software Bill of Materials (SBOM) and Vulnerability Exploitability Exchange (VEX) to understand the risks and costs associated with software ownership. Their goal is to enhance the security and quality of software for businesses of all sizes while generating revenue through their analysis and monitoring services.

Palo Alto, CaliforniaHeadquarters

2021Year Founded

$92.4MTotal Funding

SERIES_ACompany Stage

Data & Analytics, CybersecurityIndustries

51-200Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Mental Health Support

Unlimited Paid Time Off

401(k) Retirement Plan

Remote Work Options

Risks

Integration with Microsoft Cloud Defender may strain resources to maintain high performance.

New AI model evaluation tool could expose Endor Labs to risks of biases and inaccuracies.

Strategic investment from Citi Ventures may pressure the company for rapid financial growth.

Differentiation

Endor Labs specializes in reachability-based dependency analysis for software vulnerability detection.

The company offers a comprehensive risk score for software packages, reducing alert noise by 80%.

Endor Labs' flexible policy engine allows clients to create specific risk-based policies.

Upsides

Endor Labs' SCA tool is integrated with Microsoft Cloud Defender, expanding its market reach.

The company received strategic investment from Citi Ventures, boosting financial resources.

Endor Labs won 'Most Innovative Technology' award, enhancing its industry credibility.

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