[Hiring] Channel Account Manager @Horizon3

Role Description

The Channel Account Manager (CAM) - APJ, will play a pivotal role in establishing and nurturing relationships with key security resale and MSSP partners to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives and cross-functional teams to execute channel sales strategies effectively. The Channel Account Manager (CAM) will drive partner-generated sales leads by strategically collaborating with partners to identify and pursue high-value opportunities. They will cultivate and manage robust partner relationships, ensuring Horizon3.ai remains a trusted and preferred cybersecurity solutions provider.

• Resale & MSSP Partner Recruitment: Proactively identify and recruit high-potential security resale and MSSP partners to ensure optimal regional coverage, capability, and capacity.
• Partner Onboarding & Enablement: Streamline the onboarding process for new security resale and MSSP partners, implementing robust enablement strategies to drive rapid adoption and sales productivity.
• Partner Relationship Development & Strategy Execution:
  • Partner with Account Executives in the region to strategically identify and foster robust relationships with key Partner and MSSP accounts, driving mutual growth and alignment.
  • Proactively maintain and strengthen existing partner relationships to position Horizon3.ai as the preferred, top-of-mind partner for cybersecurity solutions.
  • Collaborate closely with AEs to implement targeted channel sales strategies that align seamlessly with Horizon3.ai’s overarching business objectives.
  • Systematically identify and map accounts actively engaged by partners to optimize sales opportunities and enhance pipeline development.
  • Plan and execute regional partner events to foster relationships and drive business growth.
  • Develop comprehensive business plans for each region to achieve sales targets and objectives.
  • Oversee the management of partner marketing funds to drive joint marketing efforts effectively.
• Lead Generation, Pipeline Management and Conversion:
  • Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.
  • Leverage leads generated by H3 Sales Development Representatives to build momentum and facilitate collaboration within the channel.
  • Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
• Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.
• Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.
• Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency and accountability.

Qualifications

• 5+ years of proven experience in Security Channel and MSSP sales, with a track record of driving revenue and building partnerships.
• Deep knowledge of core cybersecurity concepts, prevalent threats (e.g., ransomware, phishing), and solutions (e.g., firewalls, SIEM, endpoint protection, cloud security).
• Comprehensive understanding of the cybersecurity vendor landscape and ecosystem, including key players, solutions and differentiation.
• Proven success in driving sales through security channel partners in the region, consistently meeting or exceeding revenue goals via strong relationships.
• Extensive experience recruiting, onboarding, and scaling security resellers and MSSPs to build high-performing partner networks aligned with business goals.
• Deep knowledge of MSSP business models, go-to-market strategies, pricing, and services.
• Expertise in partner enablement, using best practices to train MSSP/partner teams (pre-sales, post-sales, support).
• Understanding of how Channel & MSSP maturity varies by country (e.g., Japan vs. India vs. Australia).
• Established proven relationships with key cybersecurity resale and MSSP partners in region.
• Willingness and ability to travel up to 50% of the time.
• Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.
• Excellent presentation, written, and overall communication skills.
• Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting.

Benefits

• Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive.
• Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities.
• Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking.
• Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best.
• Competitive Compensation: We offer competitive salary and benefits which includes health, vision & dental care for you and your family, a flexible vacation policy, and generous parental leave.