Channel Account Manager, TOLA at Horizon3ai

Get to Know Us Horizon3.ai [Upgrade to PRO to see link] is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs. We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. What You’ll Do The Channel Account Manager (CAM) - TOLA, will play a pivotal role in establishing and nurturing relationships with key partner accounts to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives (AEs) and cross-functional teams to execute channel sales strategies effectively. The CAM will focus on delivering sales leads, managing partner relationships and ensuring Horizon3AI (H3) remains the results-oriented professional with a proven track record in channel sales. - Partner Relationship Development: Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts. - Lead Generation and Conversion: Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth. - Lead Management: Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel. - Relationship Nurturing: Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships. - Strategy Execution: Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives. - Pipeline Management: Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals. - Partner Events: Plan and execute regional partner events to foster relationships and drive business growth. - Account Mapping: Identify and map to accounts actively engaged by partners to maximize sales opportunities. - Business Plans: Develop comprehensive business plans for each region to achieve sales targets and objectives. - Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress. - Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team. - Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability. - AWS Marketplace Alignment: Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace - Key Partner Strategies: Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts. - Marketing Fund Management: Oversee the management of partner marketing funds to drive joint marketing efforts effectively. What You’ll Bring - Experience: Minimum of 5+ yrs of experience in Channel Sales or a related field - Travel: Willingness and ability to travel up to 50% of the time. - Channel Expertise: Proven history of successfully selling within or through the security channel partner ecosystem in the designated region. - Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing. - High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm. - Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups. - Sales Tools: Expertise in using Salesforce.com [Upgrade to PRO to see link] (SFDC.com [Upgrade to PRO to see link] for efficient sales management and reporting. Travel Required We are a fully remote company, and this job may require up to 50% of travel to be successful. Job-related travel expenses are reviewed and must be approved by your manager. Perks of Horizon3.ai [Upgrade to PRO to see link] - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best. - Competitive Compensation: We offer competitive salary and benefits which includes health, vision & dental care for you and your family, a flexible vacation policy, and generous parental leave. Compensation and Values At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. In accordance with various State’s transparency regulations, we provide the following salary range information for this position: - Range: $200K - $260K OTE 60/40 split annually. The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills. - Additional compensation: All full-time roles are eligible for an equity package in the form of stock options. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.