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Salary: USD 175,000 - 259,000 / annual
Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide. The company recently closed a Series D round and is experiencing strong growth.
As Channel Account Manager for the Eastern US Enterprise market, you will report to the VP of Strategic Alliances & Channel and own a portfolio of VARs and strategic channel partners. Your primary objective is to accelerate revenue growth through Censys' channel ecosystem by activating, enabling, and expanding partner relationships.
Key responsibilities include:
- Owning and growing a portfolio of East US enterprise channel partners, building relationships across sales, technical, and leadership teams
- Driving partner-sourced pipeline and revenue through joint sales motions and strategic accounts with Censys Account Executives
- Activating partners via account mapping, enablement, joint prospecting, opportunity development, and pipeline reviews
- Developing and executing joint go-to-market plans including campaigns, events, webinars, and targeted enterprise sales plays
- Identifying and developing enterprise opportunities, helping partners position Censys early in the sales cycle and expand within existing accounts
- Supporting partners through deal registration, procurement, and other channel processes
- Collaborating with Enterprise sales, marketing, solutions engineering, product, legal, and operations teams
- Representing Censys at cybersecurity, enterprise, and channel events throughout the Eastern US
- Providing regular visibility into partner performance, pipeline, market opportunities, and regional channel strategy
This is a revenue-focused role where success is measured by your ability to activate partners, create pipeline, and turn relationships into productive, repeatable revenue channels.
Requirements:
- 5+ years of experience in channel sales or partner management with a proven track record of driving revenue through indirect sales motions
- Cybersecurity industry experience required, with experience selling through VARs, distributors, or other channel partners
- Experience working with enterprise customers and channel partners in the Eastern US market
- Strong communication, collaboration, negotiation, and relationship-building skills with ability to engage stakeholders at all levels
- Highly organized and self-directed, able to manage multiple partners, opportunities, and priorities in a fast-moving environment
- Comfortable working across different cultures, markets, and time zones
- Willingness to travel within the region for partner and company events
