Channel Account Manager
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Job Description
Channel Account Manager expanding Cycode’s cybersecurity partner ecosystem across the U.S. East Coast. Driving partner-sourced pipeline, joint sales, and revenue through VARs, MSSPs, and integrators.
Responsibilities:
- Own the channel business in the East territory, including partner-sourced pipeline, partner-influenced revenue, and quota attainment
- Manage and grow relationships with strategic partners including GuidePoint Security, Optiv, and Trace3
- Recruit and onboard VARs, MSSPs, and system integrators
- Build and execute joint business plans covering targets, account mapping, marketing activities, and enablement milestones
- Enable partner sales and technical teams to position, sell, and demo Cycode's platform, including Cycode AI, Maestro, and agentic workflows
- Build seller-to-seller relationships between partner representatives and Cycode's regional sales teams
- Generate net-new pipeline through partner-led campaigns, events, and joint go-to-market activities
- Align with sales leadership on territory strategy, deal registration, and rules of engagement
- Run regular QBRs with partners to track performance, address gaps, and identify growth opportunities
- Share partner feedback with Sales, Marketing, and Product to strengthen Cycode's channel program
- Maintain accurate forecasting and pipeline reporting in Salesforce
- Report to the Head of Global Channels
Requirements:
- 3+ years of channel sales or partner management experience in cybersecurity
- Strong existing partner relationships across the East Coast, including GuidePoint Security
- Strong relationships with Optiv and Trace3
- Proven track record of meeting or exceeding channel quota
- Experience recruiting and activating new partners, not only managing an established program
- Ability to work cross-functionally with sales, marketing, and leadership teams in a fast-paced environment
- Excellent communication and presentation skills, with the ability to engage both partner executives and individual sellers
- Self-starter with a high sense of ownership, integrity, and a team-player mindset
- Willingness to travel within the territory
- Experience in Application Security (AppSec), DevSecOps, or cloud security
- Experience at a growth-stage or mid-sized security vendor
- Experience with structured sales methodologies such as MEDDPICC
- Experience with Salesforce and partner relationship management (PRM) tools
Benefits:
- Remote work arrangement
- Full-time employment
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