Channel Account Manager - Managed Security Services - REMOTE

Description

Binary Defense is seeking a talented Channel Account Manager to maintain and grow customer base.

The Channel Account Manager (CAM) will be responsible for the implementing the GTM strategy and direction of Binary Defense’s Channel partnership and marketing programs. This role will be developing and managing partners to accelerate Binary Defense growth through strategic partnership agreements with Managed Security Providers (MSPs), Value-Added Resellers (VARs) and System Integrators (SI).

The role will drive alignment and collaboration with Sales, Marketing, Solutions Engineering and partner training/enablement teams to build pipeline, achieve revenue goals and partner recruitment activities. The CAM will build a compelling business development strategy that aligns to the overall strategic initiatives set forth by Binary Defense, fueled by a market driven innovation agenda, resulting in measurable business growth.

Responsibilities

• Responsible for driving strategy and revenue growth within assigned target customer base to meet or exceed assigned quota
• Develop, communicate, implement and manage a channel marketing strategy for the assigned channel type
• Engage with the key MSPs, VARs and SIs and get immersed in their programs and their pursuit of business solutions in those larger programs
• Manage the business plans for each of the category partnerships and executive partner business reviews
• Develop the marketing programs required to execute the mutual plans for short and long-term pipeline and revenue growth targets
• Keep a pulse on channel partner trends and drive marketing excellence across the organization
• Organize and execute campaigns through internal resources and external vendors
• Collaborate with sales leaders and teams to provide partner opportunities that add value to our current customers, identify incremental customer opportunism and assist in current sales pursuits directed by the customer or Binary Defense direct sales teams
• Establish onboarding repeatable processes and procedures for sales, marketing and technical enablement to create a positive customer experience
• Engage with Partners, establish monthly/quarterly business reviews to achieve the mutual objectives established
• Maintain accurate tracking mechanisms and analysis, action plans for management insight
• Measure and report on the effectiveness of sales enablement investments
• Create and maintain channel segmentation and key persona analysis for each segment
• Develop proposals, business cases and ROI model for and with partners
• Serve as a highly visible internal evangelist and be the “Voice of the Partner” to the marketing, sales and transformation organization

Requirements

• Ideal candidates will have a demonstrated track record of success in developing and implementing a comprehensive channel sales strategy in a high growth, company with a comprehensive go to market ecosystem
• Ability to describe the value proposition and competitive landscape of Binary Defense, to our partners, and customers
• Proven record of working with executives to translate product and strategic roadmaps into action
• Significant experience directly with accounts/partners in the region as defined by Binary Defense
• Deep understanding of Partner’s business, strategy, operations, technology and goals
• Competency in contract negotiation from the high-level goals to the last detail.
• Ability to manage internal and external resources to deliver results that exceed expectations.
• Strong network of industry relationships with potential partners, competitors, customers and thought leaders
• Strategic thinker with technical background or related experience who can blend technology and business strategy to develop compelling plans for joint solutions
• Demonstrated record of delivering quality results with supporting metrics
• Superior presentation and communication skills
• Strong leadership and influencing skills
• A Bachelor of Arts or Science Degree is required, or equivalent experience.
• A minimum 5 years of related experience is required to be considered for this position.
• Experience in cybersecurity · Demonstrated success and experience leading internal teams towards a common vision/strategy

· Ability to travel 30-40%.

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 ourwebsite, check out ourblog, or follow us onLinkedIn.

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!