Channel Account Manager
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Job Description
Channel Account Manager expanding partner-sourced revenue for HiddenLayer’s AI security platform. Managing strategic channel relationships, co-selling motions, enablement, and partner pipeline.
Responsibilities:
- Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers
- Develop and execute joint business plans covering revenue goals, target accounts, pipeline actions, enablement priorities, and partner outcomes
- Drive partner-sourced and partner-influenced pipeline from opportunity identification through close
- Collaborate with direct sales on account coverage, co-selling, channel conflict avoidance, and deal velocity
- Enable partners to position, demonstrate, sell, and support HiddenLayer’s AI security platform
- Plan and support joint go-to-market activities, field events, campaigns, webinars, account mapping, and partner marketing
- Lead partner business reviews and communicate performance against goals
- Translate partner feedback into actionable recommendations for internal teams
- Manage deal registration, partner opportunity tracking, forecasting, and reporting
- Advocate internally for partners and hold stakeholders accountable to shared commitments
- Improve channel processes, enablement programs, tools, and playbooks as the business scales
Requirements:
- 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, preferably within cybersecurity, cloud security, or enterprise technology
- Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel
- Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations
- Strong understanding of partner-led, co-sell, and sales-led growth motions, including account mapping, deal registration, partner influence, and channel forecasting
- Ability to collaborate with direct sales teams and cross-functional stakeholders while maintaining ownership and accountability
- Excellent communication, presentation, negotiation, and relationship-building skills
- Comfortable operating without a fully built playbook and creating practical, repeatable processes
- Strong business judgment and data-informed prioritization skills
- Proficiency with Salesforce and familiarity with partner relationship management, deal registration, and partner performance reporting tools
- Ability to travel periodically for partner meetings, customer engagements, and industry or company events
Benefits:
- Fully remote global team
- Generous home office setup stipend
- Annual home office equipment upgrades
- Monthly internet/phone expense stipend
- Five health insurance options, with several fully subsidized by HiddenLayer
- Vision benefits
- Dental benefits
- 401(k) offerings
- Unlimited and flexible time off for salaried employees
- 15 paid company holidays
- Dedicated learning and development fund for training, conferences, certifications, and industry events
- Intentional company gatherings a couple of times a year
- Equal opportunity employer committed to diversity, equity, and inclusion
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