[Hiring] Channel Account Manager @Vectra

Role Description

The Channel Sales Manager, West is responsible for driving channel growth, partner-led revenue, and partner ecosystem development across US West. This is a senior role focused on building a scalable and high-performing channel business. The successful candidate will own the US channel strategy, develop focus partners and distributors, accelerate partner-led opportunities, and ensure partners are enabled, certified, and capable of contributing meaningfully to regional revenue growth.

• Own and execute the US channel strategy in alignment with US business priorities.
• Identify, prioritize, and develop focus partners that can contribute meaningfully to pipeline, revenue, and year-on-year growth.
• Build joint business plans with strategic partners and distributors, including revenue targets, pipeline goals, enablement plans, certification milestones, marketing activities, and executive engagement.
• Segment the partner ecosystem by capability, coverage, market focus, and revenue potential.
• Develop a clear partner coverage model across enterprise, commercial, mid-market, MSSP, and distributor-led motions.
• Ensure the right balance between direct sales engagement and partner-led execution.

Qualifications

• Proven experience in channel sales, partner management, alliances, or distribution sales within enterprise technology.
• Strong experience managing channel ecosystems across US.
• Demonstrated ability to grow partner-led pipeline and revenue.
• Experience building joint business plans with distributors, resellers, MSSPs, system integrators, or strategic partners.
• Strong commercial acumen with the ability to connect partner activity to revenue outcomes.
• Experience working with sales teams, pre-sales teams, marketing, operations, and executive stakeholders.
• Ability to manage complex partner relationships and drive accountability.
• Strong understanding of enterprise sales cycles, deal qualification, pipeline management, forecasting, and partner-led go-to-market models.
• Excellent communication, negotiation, presentation, and executive relationship management skills.
• Ability to operate independently across a regional territory and manage multiple partner priorities.

Requirements

• Experience in cybersecurity, SaaS, cloud, networking, data, identity, SOC, SIEM, SOAR, EDR, XDR, or related enterprise technology markets.
• Existing relationships within the US partner, distributor, MSSP, or security reseller ecosystem.
• Experience working in a high-growth, channel-led, or scale-up environment.
• Experience developing partner certification, enablement, or partner maturity programs.
• Familiarity with enterprise and mid-market buying motions across US.

Benefits

• Competitive base pay.
• Incentive plan eligibility.
• Participation in the employee equity plan (stock options).
• Health care insurance.
• Income protection/life insurance.
• Access to retirement savings plans.
• Behavioral & emotional wellness services.
• Generous time away from work.
• Comprehensive employee recognition program.

Company Description

Vectra® is the leader in AI-driven threat detection and response for hybrid and multi-cloud enterprises. The Vectra AI Platform delivers integrated signal across public cloud, SaaS, identity, and data center networks in a single platform. Powered by patented Attack Signal Intelligence, it empowers security teams to rapidly prioritize, investigate and respond to the most advanced cyber-attacks. With 35 patents in AI-driven threat detection and the most vendor references in MITRE D3FEND, organizations worldwide rely on the Vectra AI to move at the speed and scale of hybrid attackers.