National Channel Account Manager- SHI

Accountabilities: Own and develop the strategic national partner relationship, establishing strong relationships with partner executives, sales teams, and relevant technical stakeholders.

Drive partner-sourced pipeline and bookings by identifying high-impact opportunities and developing strategies to increase partner engagement and productivity.

Create and maintain comprehensive Partner Account Plans with measurable sales, marketing, enablement, and revenue objectives.

Develop targeted partner recruitment and enablement strategies in collaboration with channel and sales leadership.

Coordinate demand-generation initiatives with channel marketing teams to increase awareness, engagement, and qualified pipeline.

Work closely with regional sales organizations to connect priority prospects with the right partners and create measurable pipeline growth.

Act as a strategic liaison between internal field leadership and partner executives, ensuring alignment on priorities, opportunities, and joint execution.

Conduct recurring training, enablement, and knowledge-sharing sessions to ensure partner teams can effectively position, communicate, and sell the organization's cybersecurity solutions.

Advocate internally for partner needs and help ensure high-quality execution of co-marketing initiatives, certifications, partner programs, and other joint activities.

Lead quarterly business planning and enablement activities to strengthen the national partnership and improve commercial performance.

Build expertise across channel operations, including deal registration, enablement programs, incentive platforms, and related processes, while sharing best practices across the broader team.

Collaborate cross-functionally with sales engineering, marketing, business development, and customer success to remove obstacles and maximize partner-driven opportunities.

Requirements

Demonstrated success using structured channel management methodologies to deliver measurable revenue, pipeline, and partner engagement outcomes.

Strong understanding of channel partner dynamics and experience managing relationships with strategic partners in the U.S. market.

Proven ability to build trusted relationships with partner executives, sales organizations, technical teams, and internal stakeholders.

Strong communication and presentation skills, with the ability to explain complex technology and cybersecurity value propositions clearly to diverse audiences.

Highly organized and detail-oriented, with the ability to manage multiple strategic priorities, initiatives, and deadlines simultaneously.

Demonstrated ability to collaborate effectively across sales, sales engineering, marketing, business development, and customer success functions.

Proactive, resourceful, and solution-oriented approach, particularly when operating in dynamic or resource-constrained environments.

Strong commercial judgment and the ability to identify opportunities that connect partner strategy with broader business objectives.

Ability to develop and execute partner account plans, enablement programs, demand-generation initiatives, and quarterly business plans.

Comfortable taking ownership of national partner relationships while balancing strategic planning with hands-on execution.

Ability to act as a trusted internal and external advisor and contribute to broader business discussions beyond traditional channel responsibilities.

Benefits

Base salary: $140,280–$165,000 USD, depending on experience, skills, qualifications, and geographic location.

Additional compensation: Eligibility for equity and an annual bonus or other incentive compensation.

Comprehensive benefits package supporting health, wellbeing, and financial security.

Opportunity to work within a collaborative, cross-functional environment spanning sales, marketing, technical, and customer-facing teams.

Opportunity to build and influence strategic national channel partnerships in a rapidly evolving cybersecurity market.

Exposure to executive-level partner relationships and high-impact go-to-market initiatives.

Opportunity to contribute to partner enablement, demand generation, sales strategy, and revenue growth at scale.

Equal employment opportunity and an inclusive workplace committed to considering qualified candidates regardless of legally protected characteristics.

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