Channel Account Manager

NetSPI is the proactive security solution used to discover, prioritize, and remediate security vulnerabilities of the highest importance, so businesses can protect what matters most. NetSPI secures the most trusted brands on Earth through Penetration Testing as a Service (PTaaS), External Attack Surface Management (EASM), Cyber Asset Attack Surface Management (CAASM), and Breach and Attack Simulation (BAS). Leveraging a unique combination of dedicated security experts, intelligent process, and advanced technology, NetSPI brings a proactive approach to cybersecurity with more clarity, speed, and scale than ever before.

NetSPI is on an exciting growth journey as we disrupt and improve the proactive security market. We are looking for individuals with a collaborative, innovative, and customer-first mindset to join our team. Learn more about our award-winning workplace culture and get to know our A-Team at www.netspi.com/careers

NetSPI is looking for an experienced Channel Account Manager who will work collaboratively with sales, marketing, and our partner community to grow our referral and reseller program. You will work with our team to sign-up new strategic partners as well as develop these accounts to generate sales opportunities. This is a newer team at NetSPI, so we're looking for someone with experience and ideas to bring to the table. This is a great opportunity to work cross-functionally to expand our partner network, promote partnership awareness, onboard partners in a repeatable process, and enable strategic partner accounts.

Responsibilities:

• Identify, prospect, and develop strategic channel partners that fit our Ideal Partner Profile
• Generate and track partner-generated leads, qualified pipeline, and KPIs from new and existing partner network
• Collaborate with marketing to create go-to-market plans for highest performing partners in your territory
• Attend industry shows and regional events to develop relationships with partners in your territory
• Provide product & services training to partners and inform them about complimentary services offered
• Leverage channel and cybersecurity knowledge to support and train partners throughout their relationship with NetSPI
• You are well-connected in the reseller community and can leverage those relationships to introduce NetSPI to new reseller opportunities.
• Responsible for scheduling, preparing, and leading recurring Business Review meetings (QBRs) four times per year with cross-functional audience Sales Management, Marketing, Services, Channel SE team, and optional attendees from Regional and WW management
• Meet with Partners & Distributors in the first two weeks of the quarter to update the annual business plan with the previous quarter's results and set targets, objectives, and activities for the new quarter
• Drive performance management of partners through regular cadence including quarterly performance reviews to communicate real-time achievement against business plan goals.

• Education: BA/BS
• Ability to work Central Time Zone hours (this role will own the Central/Midwest territory)
• 5+ years of channel/partnerships experience
• Cybersecurity industry experience is a requirement. It's critically important for our Channel Account Managers to understand the challenges we solve in the industry, know our product deeply, and pick up the language used in our industry in order to be effective.
• Self-starter - we expect you to be able to push forward on your top priorities and make things happen.
• Strong communicator - this isn't the simplest industry out there, so being able to communicate clearly both externally to partners and internally with colleagues is critical
• Work well cross-functionally - this role will need to work well with several different teams daily
• Experience in a fast-growing, high-tech company (preferred)