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Channel Account Manager
HiddenLayer. Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in channel sales and partner management, with a strong focus on building relationships with strategic partners and driving measurable revenue growth. Proficient in utilizing Salesforce and partner performance reporting tools to enhance partner enablement and optimize channel processes.
Highest-signal resume keywords
Channel Sales ExperiencePartner ManagementAccount ManagementSalesforce ProficiencyCybersecurity Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Partner Opportunity TrackingDeal RegistrationChannel ForecastingAccount MappingPipeline Development
Soft Skills
Communication SkillsNegotiation SkillsRelationship BuildingPresentation SkillsBusiness Judgment
Tools & Technologies
SalesforcePartner Relationship Management ToolsPerformance Reporting Tools
Industry Keywords
CybersecurityCloud SecurityB2B Software SalesVARsSolution Providers
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers
- Develop and execute joint business plans covering revenue goals, target accounts, pipeline actions, enablement priorities, and partner outcomes
- Drive partner-sourced and partner-influenced pipeline from opportunity identification through close
- Collaborate with direct sales on account coverage, co-selling, channel conflict avoidance, and deal velocity
- Enable partners to position, demonstrate, sell, and support HiddenLayer’s AI security platform
- Plan and support joint go-to-market activities, field events, campaigns, webinars, account mapping, and partner marketing
- Lead partner business reviews and communicate performance against goals
- Translate partner feedback into actionable recommendations for internal teams
- Manage deal registration, partner opportunity tracking, forecasting, and reporting
- Advocate internally for partners and hold stakeholders accountable to shared commitments
- Improve channel processes, enablement programs, tools, and playbooks as the business scales
Requirements
What you’ll need- 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, preferably within cybersecurity, cloud security, or enterprise technology
- Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel
- Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations
- Strong understanding of partner-led, co-sell, and sales-led growth motions, including account mapping, deal registration, partner influence, and channel forecasting
- Ability to collaborate with direct sales teams and cross-functional stakeholders while maintaining ownership and accountability
- Excellent communication, presentation, negotiation, and relationship-building skills
- Comfortable operating without a fully built playbook and creating practical, repeatable processes
- Strong business judgment and data-informed prioritization skills
- Proficiency with Salesforce and familiarity with partner relationship management, deal registration, and partner performance reporting tools
- Ability to travel periodically for partner meetings, customer engagements, and industry or company events
Benefits
Comp & perks- Fully remote global team
- Generous home office setup stipend
- Annual home office equipment upgrades
- Monthly internet/phone expense stipend
- Five health insurance options, with several fully subsidized by HiddenLayer
- Vision benefits
- Dental benefits
- 401(k) offerings
- Unlimited and flexible time off for salaried employees
- 15 paid company holidays
- Dedicated learning and development fund for training, conferences, certifications, and industry events
- Intentional company gatherings a couple of times a year
- Equal opportunity employer committed to diversity, equity, and inclusion