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HiddenLayer is seeking a Channel Account Manager to build and grow relationships with strategic channel partners and drive partner-sourced and partner-influenced pipeline and revenue. This role is ideal for a channel sales professional who understands how cybersecurity and cloud security solutions are sold through the channel, can create strong executive and field relationships, and enjoys building repeatable partner motions in a fast-moving startup environment.
You will work closely with HiddenLayer's direct sales, solutions architecture, marketing, customer success, and operations teams to develop joint account plans, activate partners, accelerate opportunities, and create a consistent co-selling experience. You will play an important role in expanding channel presence and helping partners confidently position HiddenLayer's AI security platform with their customers.
HiddenLayer protects the world's most valuable technologies from adversarial AI attacks. The company was founded by AI professionals and security specialists with first-hand experience defending against adversarial AI attacks. The team developed a unique, patent-pending, productized solution to support organizations in accelerating their adoption of AI securely. The company has been recognized with awards including RSA's Innovation Sandbox Winner, CB Insights AI 100, CyberTech 100, and SC's Most Promising Early-Stage Start-up. Recently raised $100M in Series B funding led by Delta-v Capital, with backing from Morgan Stanley, Microsoft's venture arm, Booz Allen Hamilton, and others.
Key responsibilities include: owning a portfolio of strategic channel partners (VARs, solution providers, cybersecurity-focused resellers); developing and executing joint business plans with defined revenue goals, target accounts, and enablement priorities; driving partner-sourced and partner-influenced pipeline by identifying opportunities and supporting partners through the full sales cycle; collaborating with direct sales to align account coverage and coordinate co-selling activities; enabling partners through training, sales resources, and technical alignment; planning and supporting joint go-to-market activities including field events, campaigns, and webinars; leading regular partner business reviews and translating feedback into actionable recommendations; managing deal registration, opportunity tracking, and forecasting; serving as internal advocate for partners; and contributing to channel processes and enablement programs as the business scales.
REQUIREMENTS:
- 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, preferably within cybersecurity, cloud security, or enterprise technology
- Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel
- Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations
- Strong understanding of partner-led, co-sell, and sales-led growth motions, including account mapping, deal registration, partner influence, and channel forecasting
- Demonstrated ability to collaborate effectively with direct sales teams and cross-functional stakeholders while maintaining clear ownership and accountability
- Excellent communication, presentation, negotiation, and relationship-building skills, with ability to engage both executive and field-level audiences
- Self-starter comfortable operating without a fully built playbook and motivated to create practical, repeatable processes
- Strong business judgment and data-informed approach to prioritizing partners, accounts, and activities
- Proficiency with Salesforce and familiarity with partner relationship management, deal registration, and partner performance reporting tools
- Ability to travel periodically for partner meetings, customer engagements, and industry or company events
