Channel Account Manager
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Job Description
Channel Account Manager growing Binalyze’s cybersecurity VAR and reseller ecosystem. Activating partners, generating pipeline, and driving partner-led ARR.
Responsibilities:
- Grow Binalyze’s VAR and reseller ecosystem.
- Activate existing signed VAR and reseller partners and grow the partner ecosystem.
- Build commercial relationships with priority partners and their sales teams.
- Create and execute joint business plans with clear pipeline and revenue goals.
- Build mindshare so Binalyze is actively positioned by partner sellers.
- Identify, qualify and progress opportunities across partner customer bases.
- Work with Binalyze sellers on strategic joint opportunities where appropriate.
- Enable partners to identify, develop and close their own Binalyze opportunities over time.
- Recruit new partners selectively where there are clear capability, coverage or market gaps.
- Run regular partner pipeline and performance reviews.
- Measure success through active partners, partner-generated pipeline and partner-generated ARR.
- Coordinate with Binalyze technical teams to ensure partners receive effective technical enablement.
Requirements:
- Proven channel, partner, alliances or indirect sales experience in B2B SaaS, cybersecurity or enterprise technology.
- A track record of activating VAR, reseller or MSSP partners and generating partner-sourced or partner-influenced revenue.
- Experience creating and executing joint business plans, including pipeline, revenue targets and performance reviews.
- Strong commercial sales skills and the ability to coach partner sellers through qualification, deal progression and close.
- Confidence working with direct sales teams while maintaining a partner-first approach.
- The ability to build relationships with sales leaders and front-line sellers.
- A data-led approach to pipeline, conversion and ARR.
- Excellent communication, negotiation and stakeholder-management skills.
- Cybersecurity, digital forensics, incident response, SOC, EDR or related security-technology experience is nice to have.
- Experience with MSSPs or security-focused VARs and resellers is nice to have.
- Experience helping to build or scale an indirect sales motion in a high-growth SaaS business is nice to have.
- Familiarity with CRM and partner-management tools is nice to have.
- Legally authorized to work in the country in which the role is located.
- 5+ years of direct experience building and executing channel go-to-market strategies in EMEA, specifically driving net new partner-sourced pipeline for B2B SaaS or Cybersecurity solutions.
Benefits:
- Generous annual leave plus wellbeing days and your birthday off.
- Private medical insurance, including family cover.
- Home office setup support.
- Monthly wellbeing and entertainment allowances.
- Wellbeing support through Oli.
- Fully remote and flexible working.
- Benefits tailored by location.
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