Channel Account Manager, DIB/MSSP

. Own annual targets for new MSSP, MSP, RPO, and C3PAO partners serving defense contractors .

Posted 10/23/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Tools & technologies

Cyber Security

Key responsibilities & impact

Own annual targets for new MSSP, MSP, RPO, and C3PAO partners serving defense contractors
Source partners through outbound outreach, the CMMC practitioner community, and industry events
Qualify partners on DIB client base, CUI exposure, GCC High or enclave practice, and willingness to sell
Negotiate and sign referral, co-sell, and resell agreements
Take new partners to their first transaction and move them toward independent selling
Build and run the partner certification path with the channel sales engineer
Enable partner sellers to position isolation and defend scope reduction arguments
Own partner content, deal registration, partner portal, and enablement calendar
Forecast partner-sourced and partner-influenced revenue accurately in Salesforce
Run joint business plans and quarterly business reviews with top partners
Co-sell into partner client bases with Hypori account executives and sales engineers
Work with Carahsoft on distribution and procurement paths
Collaborate with Marketing on campaigns, co-branded content, and events
Report monthly on recruitment, time to first transaction, pipeline, and revenue by tier
Help establish a broader security reseller and solution provider channel
Report to the VP of Commercial Sales

What you’ll need

5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor
Experience building a DIB-focused MSP or MSSP partner program
Track record of recruiting and activating MSP or MSSP partners from signature to first transaction and beyond
Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB
Working knowledge of CMMC 2.0 and NIST SP 800-171, including CUI vs. FCI, the 5 asset categories, SPRS scoring, and DFARS 7012 obligations
Experience carrying and hitting a partner-sourced or partner-influenced revenue number
Experience building enablement material
Familiarity with deal registration, partner portals, and margin structures
Strong Salesforce and pipeline hygiene
Remote, United States, with travel up to 40 percent to partner sites and industry events
Technical credibility sufficient to discuss isolation, scope reduction, CMMC, NIST SP 800-171, Microsoft 365 GCC High, endpoint/mobile technologies, Hypori architecture, deployment scoping, licensing, accreditations, MSP operations, RMM/PSA platforms, per-seat packaging, margins, and multi-tenant administration
CMMC CCP or CCA certification is preferred
Prior time at an MSP, MSSP, RPO, or C3PAO serving defense contractors is preferred
Military service or Department of War civilian experience is preferred

Comp & perks

Medical, dental, and vision insurance
Parental leave
Life and disability packages
401(k) plan with employer-matching contributions vesting starting from the first day of employment
Performance bonus primarily contingent upon company-wide performance
Equity
Uncapped variable compensation with accelerators above 100 percent attainment
Tools and skills investment for employees
Reasonable accommodation for applicants with disabilities