Enterprise Account Manager
Hewlett Packard Enterprise
Channel Account Manager
Wallarm. API & App Security Integrated
full-time
Posted on:
Location Type: Remote
Location: Remote • Arizona, California, Massachusetts, Nevada, New York, Pennsylvania, Virginia, Washington • 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
CloudCyber Security
About the role
- Own and grow relationships with key VARs and security-focused resellers in the Western U.S.
- Drive new partner recruitment, onboarding, and enablement with a focus on quality over quantity.
- Act as the primary point of contact for partners in the region; manage partner business plans and quarterly business reviews (QBRs).
- Collaborate with partners to drive new opportunities and achieve regional revenue goals.
- Build and manage a strong partner-influenced pipeline through joint field engagements and marketing efforts.
- Deliver sales enablement, product training, and joint GTM strategies tailored to each partner.
- Support partners during sales cycles, including lead development, joint customer meetings, and technical workshops.
- Collaborate with field sales and sales engineering teams to align on territory strategy and partner execution.
- Track partner performance, forecast revenue contribution, and report progress to sales leadership.
Requirements
- 5–7+ years of experience in channel sales, partner management, or field sales within cybersecurity.
- Proven track record managing and growing relationships with VARs like Trace3, Optiv, GuidePoint Security, SHI, CDW, and other regional players.
- Good understanding of the cybersecurity solution landscape, ideally including API security, cloud security, or application security.
- Strong business acumen and ability to influence both technical and sales stakeholders within partner organizations.
- Comfortable working independently in a field-based role with minimal supervision.
- Excellent communication, presentation, and relationship-building skills.
- Ability to travel within the Western U.S. (~25–35% as needed).
Benefits
- Remote work and flexible working hours.
- Competitive salary and bonuses.
- Paid days off and medical insurance.
- Working equipment.
- Professional development and career growth opportunities.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
channel salespartner managementfield salescybersecurityAPI securitycloud securityapplication security
Soft skills
business acumeninfluencecommunicationpresentationrelationship-buildingindependence
