Channel Account Manager - East

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.You, as the Channel Account Manager will have enterprise channel experience and proven strategic channel relationships. The Channel Account Manager role is a dedicated resource to our strategic partners, acting as a trusted advisor and valued business consultant and will govern the overall relationship between the strategic partner and ReversingLabs, and will provide a administrative oversight, act as an advocate of ReversingLabs within the strategic partner ecosystem, and act as an advocate of the partner within ReversingLabs. The ideal candidate will establish deep relationships with key strategic partner stakeholders, and in collaboration with the local channel sales directors & regional sales directors manage to jointly develop business objectives and action plans, engage in strategic sales opportunities, and ultimately drive profitable revenue growth for both ReversingLabs and our partner(s). Two main focus areas will be to drive new channel relationships into the Regional Channel Manager territories, and to collaborate with the regional sales directors to find partners/relationships within the targeted account list.What You Will DoResponsible for creating, developing, and managing to joint business plan with assigned strategic partner(s)Identify key initiatives and targeted sellers associatedDevelop marketing and technological activities to support initiatives in the fieldAssist with and monitor execution of field plan activitiesProvide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholdersReview business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessaryPerform quarterly business review (QBR) with assigned strategic partner(s)Overall sales and revenue performance against strategic partner target(s)Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager)Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.)Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s)Sales/Revenue breakdown (examples)Seller ParticipationProductContract TermNew Logo AttainmentLarge Deal QuantityDevelop national/regional market coverage plans and initiativesDrive recruitment initiatives where applicable for underdeveloped marketsDevelop onboarding programs and strategiesStrategic sellers – work with channel manager on general onboarding processWork with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic prod. materialWhat We Are Looking ForA disciplined and proven customer-centric sales process.Demonstrated Channel Sales experience with a track record of exceptional achievement.Experience in a complex sales environment, managing large, visible, demanding customer accounts.The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-doneThe right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstaclesThe right Abilities – domain knowledge, strong track record of success, customer focused, collaborativeBenefits & Perks: Designed for How You Work, Live, and Grow💰 Compensation & Financial SecurityBase Salary: $130,000 – $140,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build.401(k) with both Traditional and Roth options to support your long-term financial goalsFlexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings🩺 Health & Well-Bein