Channel Account Manager - Managed Security Services - REMOTE
Totem Market Valuations, Dallas, TX, United States
Description
Binary Defense (BD) is seeking a talented Channel Account Manager (CAM). The Channel Account Manager will report to our SVP of Channels and Alliances carrying a primary focus on building pipeline and channel revenue with channel partners. There will also be a heavy focus on sourcing strategic, new channel relationships. This position requires the candidate to be extremely motivated, results‑driven and have a good network within the channel ecosystem.
Responsibilities
Responsible for the day‑to‑day recruitment and relationship management of channel partners to include value added resellers, systems integrators, referral, and other strategic channel partners
Act as a liaison between Binary Defense and assigned channel partners
Build, maintain, and manage relationships with current and prospective channel partners
Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts
Coordinate the involvement of Binary Defense personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations
Sell through partner’s organization to end users in coordination with partner sales resources
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
Ensure partner compliance with Channel Partner programs and agreements
Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Understand partner GTM and/or services offerings; develop joint GTM plays that drive incremental joint revenue
Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
Maintain channel opportunity registrations in Salesforce.com and assist the Binary Defense sales team in closing channel generated leads
Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group
Ability to travel to and from customer meetings (locally and nationally)
Requirements
5+ years of security SaaS channel sales experience
Proven success driving revenue growth via channel partners
Good understanding of Partner Incentive programs and PRM tools
Strong interpersonal skills and ability to excel in a team‑oriented atmosphere
Strong written/verbal communications skills
Very motivated and goal‑oriented
Must want a career‑oriented environment that is both fun and professional
You share our values, and work in accordance with those values
Willingness to travel up to 50%
About Binary Defense Binary Defense is a trusted leader in security operations, supporting companies of all sizes to proactively monitor, detect and respond to cyberattacks. The company offers a personalized Open XDR approach to Managed Detection and Response, advanced Threat Hunting, Digital Risk Protection, Phishing Response, and Incident Response services, helping customers mature their security program efficiently and effectively based on their unique risks and business needs.
With a world‑class 24/7 SOC, deep domain expertise in cyber, and sophisticated technology, hundreds of companies across every industry have entrusted Binary Defense to protect their business. Binary Defense gives companies actionable insights within minutes not hours, the confidence in their program to be resilient to ever‑changing threats, and the time back that matters most to their business.
Binary Defense is also the Trusted Cybersecurity Partner of the Cleveland Browns and partners with PGA TOUR players. For more information, visit our website, check out our blog, or follow us on LinkedIn.
Binary Defense offers competitive medical, dental and vision coverage for employees and dependents, a 401k match which vests every payroll, a flexible and remote friendly work environment, as well as training opportunities to expand your skill set (to name a few!). If you’re interested in joining a growing team with great perks, we encourage you to apply!
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Responsibilities
Responsible for the day‑to‑day recruitment and relationship management of channel partners to include value added resellers, systems integrators, referral, and other strategic channel partners
Act as a liaison between Binary Defense and assigned channel partners
Build, maintain, and manage relationships with current and prospective channel partners
Establish productive, professional relationships with key sales and channel personnel in assigned partner accounts
Coordinate the involvement of Binary Defense personnel, including support, service, and management resources, to meet partner performance objectives and partners' expectations
Sell through partner’s organization to end users in coordination with partner sales resources
Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
Manage direct/channel conflict by fostering excellent communication between the channel and direct sales teams
Ensure partner compliance with Channel Partner programs and agreements
Participate in a partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
Understand partner GTM and/or services offerings; develop joint GTM plays that drive incremental joint revenue
Build relationships with technology vendors to identify mutual greenfield opportunities with shared partners
Maintain channel opportunity registrations in Salesforce.com and assist the Binary Defense sales team in closing channel generated leads
Plan and execute on Channel Marketing activities and events to support brand awareness and demand generation with the Strategic Partner group
Ability to travel to and from customer meetings (locally and nationally)
Requirements
5+ years of security SaaS channel sales experience
Proven success driving revenue growth via channel partners
Good understanding of Partner Incentive programs and PRM tools
Strong interpersonal skills and ability to excel in a team‑oriented atmosphere
Strong written/verbal communications skills
Very motivated and goal‑oriented
Must want a career‑oriented environment that is both fun and professional
You share our values, and work in accordance with those values
Willingness to travel up to 50%
About Binary Defense Binary Defense is a trusted leader in security operations, supporting companies of all sizes to proactively monitor, detect and respond to cyberattacks. The company offers a personalized Open XDR approach to Managed Detection and Response, advanced Threat Hunting, Digital Risk Protection, Phishing Response, and Incident Response services, helping customers mature their security program efficiently and effectively based on their unique risks and business needs.
With a world‑class 24/7 SOC, deep domain expertise in cyber, and sophisticated technology, hundreds of companies across every industry have entrusted Binary Defense to protect their business. Binary Defense gives companies actionable insights within minutes not hours, the confidence in their program to be resilient to ever‑changing threats, and the time back that matters most to their business.
Binary Defense is also the Trusted Cybersecurity Partner of the Cleveland Browns and partners with PGA TOUR players. For more information, visit our website, check out our blog, or follow us on LinkedIn.
Binary Defense offers competitive medical, dental and vision coverage for employees and dependents, a 401k match which vests every payroll, a flexible and remote friendly work environment, as well as training opportunities to expand your skill set (to name a few!). If you’re interested in joining a growing team with great perks, we encourage you to apply!
#J-18808-Ljbffr