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Adaptive Security is a cybersecurity startup founded by repeat entrepreneurs (Brian Long and Andrew Jones, previously of Attentive and TapCommerce) on a mission to stop AI-powered cyberattacks. The company recently closed an $81M Series B led by NVIDIA and Bain Capital Ventures, with participation from Capital One Ventures, Citi Ventures, Andreessen Horowitz, the OpenAI Startup Fund, and Abstract Ventures. Adaptive protects leading banks, technology companies, and healthcare organizations from emerging threats like deepfakes, smishing, and AI-powered voice scams, operating in a $200B+ market opportunity.
As Channel Account Manager, you will report directly to sales leadership and own the development and success of channel relationships across North America. You will identify, recruit, and onboard new channel partners (VARs, distributors, service providers, MSSPs) aligned with the company's go-to-market strategy, while building and expanding relationships with existing partners. You will deliver partner sales and technical training sessions to enhance product knowledge and sales effectiveness.
Key responsibilities include managing deal registration processes to ensure transparency and partner engagement, generating and managing monthly pipeline reports, tracking partner opportunities, and forecasting accuracy. You will measure and report on KPIs to leadership. You will collaborate with the marketing team to design and execute partner marketing campaigns, create and launch incentive programs to drive partner performance, and oversee partner enablement programs to ensure consistent readiness.
You will execute strategic initiatives that drive new account acquisition, pipeline expansion, and incremental bookings. You will stay current on competitive market dynamics and maintain expert understanding of Adaptive's value proposition. You will contribute to channel leadership's strategic planning and deliver insights that inform long-term business objectives.
The ideal candidate has 3+ years of proven success in Partner Sales or Channel Account Management, preferably in cybersecurity or SaaS. You have deep understanding of North American partner ecosystems including VARs, distributors, and MSSPs. You possess exceptional written and verbal communication skills and the ability to present to executives and technical teams. You can prioritize effectively in a fast-paced, high-growth environment and are willing to travel up to 50%.
