Channel Account Manager

📌 Core Information

🔹 Job Title: Channel Account Manager

🔹 Company: Grip Security

🔹 Location: United States

🔹 Job Type: Remote

🔹 Category: 💼 Account Management

🔹 Date Posted: Mon Mar 31 2025

🔹 Experience Level: 5-10

🔹 Remote Status: Remote

📌 Essential Job Details

🚀 Job Overview

Key aspects of this role include:

• Owning and expanding strategic relationships with 1–2 national channel partners
• Accelerating partner-sourced pipeline and revenue across the U.S.
• Collaborating with field sales, sales leadership, and marketing to execute regional growth strategies
• Implementing sales enablement and demand generation

ASSUMPTION: The job overview assumes a significant level of autonomy and influence within the organization to affect partner relationships and revenue generation, given the high-impact nature of the role.

📋 Key Responsibilities

✅ Own and grow national relationships with top-tier partners

✅ Meet and exceed national channel-sourced revenue and pipeline targets

✅ Build and execute joint business plans with partner executives

✅ Drive partner sales engagement: sales training, campaigns, certifications

✅ Collaborate with regional sales and leadership to drive joint opportunities

✅ Lead demand generation activities, such as events and marketing programs

✅ Manage channel programs and processes, including deal registration and reporting

✅ Serve as a trusted advisor and voice of the partner internally

✅ Provide feedback to product, sales, and marketing for improvement

ASSUMPTION: Responsibilities require a proactive approach, with an emphasis on strategic thinking and execution, typical for a role where revenue growth is a key performance indicator.

🎯 Required Qualifications

Education: Not specified

Experience: 5+ years as a Channel Account Manager in cybersecurity or enterprise software

Required Skills:

• Hunter mentality and entrepreneurial drive
• Deep executive-level relationships with national solution providers
• Excellent communication and relationship-building skills

Preferred Skills:

• Experience with SaaS products
• Ability to work in a startup environment

ASSUMPTION: Preferred skills assume familiarity with SaaS and startup dynamics, reflecting industry norms for similar roles.

💰 Compensation & Benefits

Salary Range: Not specified; typically competitive in the cybersecurity industry

Benefits:

• Health insurance
• Retirement plans
• Flexible working schedules

Working Hours: 40 hours per week

ASSUMPTION: Compensation likely includes standard tech-industry benefits, with flexibility being an attractive feature for remote roles.

📌 Applicant Insights

🔍 Company Context

Industry: Computer and Network Security, addressing security risks in SaaS adoption

Company Size: 51-200 employees; indicative of a growing startup with significant potential

Founded: 2021

Company Description:

• Pioneer in SaaS identity risk management
• Innovative solutions for SaaS security challenges
• Empowers enterprises to securely embrace SaaS adoption

Company Specialties:

• SaaS Security
• Cybersecurity
• SaaS Discovery and Identity Management

Company Website: https://grip.security

ASSUMPTION: The company’s innovative edge in SaaS security positions it well in the market, appealing to applicants looking for pioneering environments.

📊 Role Analysis

Career Level: Mid to senior level; suited for experienced professionals

Reporting Structure: Reports to senior sales or channel leadership

Work Arrangement: Remote, with national travel (up to 60%)

Growth Opportunities:

• Opportunity to lead strategic partner initiatives
• Potential for advancement to director-level roles
• Chances to influence product and sales strategies

ASSUMPTION: The role offers significant growth potential, especially within a fast-paced startup environment.

🌍 Location & Work Environment

Office Type: Remote with flexible location benefits

Office Location(s): Central office in Tel-Aviv, Israel

Geographic Context:

• Remote work allows for location flexibility
• Travel required for partner engagement across the U.S.
• Company headquarters offer support and resources

Work Schedule: Flexible within standard 40-hour workweek

ASSUMPTION: Remote setup accommodates diverse work-life needs, appealing particularly for those seeking work flexibility.

💼 Interview & Application Insights

Typical Process:

• Initial resume screening
• Phone interview with HR
• Technical and role-fit interviews with team leaders

Key Assessment Areas:

• Sales and strategic business planning skills
• Ability to drive partner engagement and demand
• Communication and relationship management

Application Tips:

• Highlight prior achievements in channel management
• Emphasize your network and strategic thinking skills
• Prepare to discuss how you’ve executed successful partner plans

ATS Keywords: Channel Account Management, Sales Enablement, Demand Generation, Cybersecurity

ASSUMPTION: The interview process likely focuses on sales acumen and strategy due to the role's revenue responsibility.

🛠️ Tools & Technologies

• CRM platforms (e.g., Salesforce)
• Collaboration tools (e.g., Zoom, Slack)
• Data analysis tools for pipeline management

ASSUMPTION: Familiarity with standard CRM and collaboration tools is assumed for managing partner relationships.

👔 Cultural Fit Considerations

Company Values:

• Innovation in cybersecurity
• Client-centric approach
• Commitment to excellence

Work Style:

• Proactive and self-driven
• Highly collaborative with a penchant for teamwork
• Adaptable to fast-paced, changing environments

Self-Assessment Questions:

• Can you provide examples of partnerships you've successfully managed?
• How do you approach building a new market strategy?
• What methods have you used to drive partner engagement?

ASSUMPTION: Cultural fit is crucial, given the strategic and autonomous nature of this role within a growing company.

⚠️ Potential Challenges

• Adapting to a fast-paced, high-growth environment
• Balancing multiple high-priority channel partner tasks
• Managing extensive travel requirements
• Driving revenue in competitive markets

ASSUMPTION: Challenges align with common issues in high-growth and remote-driven teams within tech startups.

📈 Similar Roles Comparison

• Focus on strategic partnerships mirrors roles like Strategic Account Manager
• Requires business development skills akin to Business Development Manager roles
• Aligns with sales leadership roles in terms of quota responsibility

ASSUMPTION: The role compares to positions that balance strategic planning with direct revenue responsibilities.

📝 Sample Projects

• Developing a joint go-to-market strategy with a national partner
• Creating and implementing a partner training program
• Leading a multi-region partner campaign

ASSUMPTION: Projects typically involve strategic planning with execution, core to channel management roles.

❓ Key Questions to Ask During Interview

• What are the key performance indicators for this role?
• How is success measured and rewarded at Grip Security?
• What are the primary challenges faced by the Channel Account Management team?
• How does Grip Security support professional development?
• What strategic initiatives are prioritized for the coming year?

ASSUMPTION: Questions facilitate a deeper understanding of the role’s expectations and company culture.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Ensure your resume highlights relevant channel management experience
• Prepare a cover letter tailored to the strategic aspects of the role
• Review common interview questions related to channel sales
• Follow up with a thank-you note post-interview

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.