[Hiring] Channel Account Manager @Hypori

Role Description

Hypori is looking for a builder-minded Channel Account Manager to join our growing commercial sales team. You will recruit, enable, and drive revenue through the MSSPs, MSPs, RPOs, and C3PAOs that serve small and mid-size defense contractors, building partners who sell, deploy, and support Hypori on their own. You will report to the VP of Commercial Sales.

Responsibilities:

• Own an annual target for new MSSP, MSP, RPO, and C3PAO partners serving defense contractors.
• Source partners through outbound, the CMMC practitioner community, and events including CMMC CON, AFCEA small business forums, and Hypori CMMC Accelerate.
• Understand the partner’s why first: why add Hypori, why now for their clients, what it does for their practice and margin, and why not stick with the status quo.
• Qualify partners on DIB client base, CUI exposure, GCC High or enclave practice, and willingness to sell, then negotiate and sign agreements across referral, co-sell, and resell tiers.
• Take every new partner to first transaction on a defined timeline, and move partners from referral to selling on their own as an extension of Hypori.
• Build and run the partner certification path with the channel sales engineer.
• Get partner sellers ready to position isolation and defend the scope reduction argument to their clients.
• Own partner content, deal registration, the partner portal, and the enablement calendar.
• Carry a partner-sourced and partner-influenced revenue number and forecast it accurately in Salesforce.
• Run joint business plans and quarterly business reviews with top partners, and co-sell into partner client bases with Hypori account executives and sales engineers.
• Work with Carahsoft, our distributor, on distribution and procurement paths, including opportunities under 100 licenses, and with Marketing on campaigns, co-branded content, and events.
• Report monthly on recruitment, time to first transaction, pipeline, and revenue by tier.
• Over time, help stand up the foundation for a broader security reseller and solution provider channel.

Qualifications

• 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor.
• Experience building a DIB-focused MSP or MSSP partner program, not just managing an existing one.
• A track record of recruiting and activating MSP or MSSP partners from signature to first transaction and beyond.
• Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB.
• Working knowledge of CMMC 2.0 and NIST SP 800-171: CUI vs. FCI, the 5 asset categories, SPRS scoring, and DFARS 7012 obligations.
• Experience carrying and hitting a partner-sourced or partner-influenced revenue number.
• Experience building your own enablement material, and familiarity with deal registration, partner portals, and margin structures.
• Strong Salesforce and pipeline hygiene.

Requirements

• Location: Remote, United States, with travel up to 40 percent to partner sites and industry events.

Benefits

• Compensation: $215,000 – $235,000 on-target earnings (commensurate with experience).
• Variable compensation is uncapped, with accelerators above 100 percent attainment, and the role includes equity.
• Targets are based on partner-sourced and partner-influenced revenue, plus partner recruitment and activation.
• Generous benefits package including medical, dental, and vision insurance, parental leave, and life and disability packages.
• 401(k) plan with employer-matching contributions that vest starting from your first day of employment.
• Performance bonus primarily contingent upon company-wide performance.