Customer Success Account Manager
Confluent
Cloud
Director of Channel Partnerships
CyberSheath
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $150,000 - $185,000 per year
Job Level
Lead
Tech Stack
AzureCyber Security
About the role
- Design, launch, and manage CyberSheath’s channel program with distributors, resellers, system integrators, C3PAOs, and consultants supporting the Defense Industrial Base.
- Define partner tiers, incentives, and enablement frameworks that drive engagement and measurable ROI.
- Negotiate contracts, margin structures, and partnership terms to ensure mutual profitability and compliance.
- Develop and deliver partner training programs—both virtual and in-person—to ensure consistent positioning and sales execution.
- Personally perform training and enablement sessions across technical, compliance, and sales topics.
- Actively participate in co-selling and joint sales efforts to achieve shared pipeline and revenue goals.
- Be directly accountable for the number of qualified leads and closed opportunities generated through each partner, as well as ROI per partner relationship.
- Maintain executive-level relationships across top partners and C3PAOs.
- Represent CyberSheath at defense industry events, trade shows, and channel summits (approximately 50% travel).
- Provide ongoing partner performance analysis and recommendations to optimize channel productivity.
- Stay informed on evolving CMMC, NIST 800-171, DFARS, and other defense compliance frameworks.
- Provide competitive intelligence and market insights to leadership to refine go-to-market strategy.
- Collaborate closely with marketing, delivery, and product teams to ensure channel alignment with corporate strategy.
Requirements
- Bachelor’s degree in Business, Marketing, or a related field.
- 10+ years in channel partnerships, strategic alliances, or business development, with at least five years selling to the Defense Industrial Base.
- Proven success building and scaling profitable channel programs with measurable ROI.
- Demonstrated ability to negotiate and manage contracts, design and deliver training, and drive revenue through partner ecosystems.
- Strong presentation and executive communication skills with the ability to influence internal and external stakeholders.
- Deep understanding of cybersecurity compliance and government contracting environments.
- Proficiency in Microsoft 365 and Azure (Commercial, GCC, GCC High).
Benefits
- Remote work with approximately 50% travel to partner sites, defense conferences, and industry events.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel program managementcontract negotiationpartner training developmentsales executionperformance analysiscybersecurity compliancebusiness developmentROI measurementstrategic alliancesgovernment contracting
Soft skills
presentation skillsexecutive communicationinfluencing stakeholdersrelationship managementcollaborationnegotiationtraining deliveryleadershipanalytical thinkingproblem-solving
