Senior Channel Account Manager

Nozomi Networks

. Own a focus partner portfolio across VARs, distributors, and MSSPs, driving documented joint business plans with named accounts, committed pipeline, and quarterly milestones .

Posted 11/3/2026full-timeRemote • United StatesSenior💰 $137,000 - $177,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in channel sales within the cybersecurity and infrastructure sectors, with a strong focus on partner enablement, pipeline management, and revenue generation. Proven ability to build strategic relationships and drive partner performance through effective communication and operational discipline.

Highest-signal resume keywords

Channel Sales ExperiencePartner Enablement ProgramsPipeline ManagementOperational DisciplineRelationship Building

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner RecruitmentRevenue GenerationData AnalysisCRM HygieneForecastingTechnical PositioningLead GenerationCertification ProgramsJoint Business PlansMetrics Reporting

Soft Skills

Excellent CommunicationHigh AccountabilityAdaptabilityRemote Work EffectivenessCollaboration

Certifications & Qualifications

Bachelor's DegreeMaster's Degree

Industry Keywords

CybersecurityInfrastructureMSSPVARsDistributorsOT SecurityCPS SecurityCritical InfrastructureNorth American Security ChannelPOD Sales Model

Tech Stack

Tools & technologies

Cyber SecurityIoT

About the role

Key responsibilities & impact

Own a focus partner portfolio across VARs, distributors, and MSSPs, driving documented joint business plans with named accounts, committed pipeline, and quarterly milestones
Move focus partners toward independent lead generation, technical positioning, and delivery of their own platform services
Drive account mapping between focus partners and each POD
Grow managed and professional services partners into recurring revenue streams
Partner with Sales leadership on coverage and compensation questions for service providers selling across POD boundaries
Exceed quarterly partner-sourced pipeline and bookings targets
Bring the appropriate partner into opportunities, protect deal economics, and manage channel conflict
Ensure deal registrations, transacting partners, and channel path data are accurate and complete
Deliver per-partner metrics and focus partner readouts into POD QBRs, Americas business reviews, and global channel reporting
Recruit partners selectively to address coverage, vertical, or capability gaps
Manage commercial and public sector distributors to drive recruitment, enablement, and clean transaction flow
Own partner sales and technical enablement plans; track certification and competency levels
Build and execute joint campaigns, demand generation, event programs, MDF planning, and ROI reporting with Marketing
Attend partner summits, industry trade shows, and OT/IT security conferences
Stay current on OT, IoT, CPS security trends, and the competitive landscape
Perform other duties as assigned by the Head of WW Channel

Requirements

What you’ll need

Significant channel sales experience at a cybersecurity, infrastructure or enterprise software vendor
Consistent record of exceeding partner-sourced pipeline and bookings targets in North America
Proven experience building a partner from low productivity into a material revenue contributor
Existing, current relationships across the North American security channel, including VARs, security-focused solution providers, distributors, and system integrators
Working knowledge of OT, ICS and critical infrastructure environments
Experience designing and running partner enablement and certification programs
Ability to operate in a lean, high-accountability environment with limited support and shifting priorities
Strong commercial and operational discipline, including clean CRM hygiene and accurate forecasting
Ability to build and defend a partner business case with data
Excellent written and verbal communication
Ability to work effectively as a remote employee
Willingness to travel extensively, often on short notice
Bachelor's degree, Master's degree, or equivalent experience
Experience building an MSSP or managed services partner motion would be an advantage
Experience with OT OEM, automation vendor, or industrial technology alliances is desirable
Experience in a POD, pod-based, or segment-aligned sales model would be highly advantageous
Familiarity with the OT and CPS security competitive landscape would be an advantage
Successful candidates must undergo background verification checks

Benefits

Comp & perks

Medical insurance
Dental insurance
Vision insurance
Life insurance
Disability insurance
401(k) plan
Employer matching program
Flexible paid time off
Paid holidays
Paid parental leave
Health & Wellness benefits
Financial benefits
Work-Life Balance benefits
Unparalleled Flexible Time-Off