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Horizon3.ai is a fast-growing, remote-first cybersecurity company focused on enabling organizations to proactively identify, fix, and verify exploitable attack vectors before criminals exploit them. The flagship product, NodeZero, delivers production-safe autonomous pentests and assessment operations that scale across internal, external, cloud, and hybrid cloud environments. The company serves organizations of all sizes, from educational institutions to government agencies and Global 100 enterprises, with adoption across IT Ops/SecOps teams, consulting pentesters, MSSPs, and MSPs.
The Channel Account Manager (CAM) for the APJ region will establish and nurture relationships with key security resale and MSSP partners to drive sales growth within the designated territory. This role collaborates closely with regional Account Executives and cross-functional teams to execute channel sales strategies effectively.
Key responsibilities include:
- Resale & MSSP Partner Recruitment: Proactively identify and recruit high-potential security resale and MSSP partners to ensure optimal regional coverage, capability, and capacity.
- Partner Onboarding & Enablement: Streamline onboarding processes for new partners, implementing robust enablement strategies to drive rapid adoption and sales productivity.
- Partner Relationship Development & Strategy Execution: Partner with Account Executives to strategically identify and foster robust relationships with key partner and MSSP accounts. Maintain and strengthen existing relationships to position Horizon3.ai as the preferred cybersecurity solutions partner. Implement targeted channel sales strategies aligned with business objectives. Systematically identify and map accounts actively engaged by partners to optimize sales opportunities. Plan and execute regional partner events. Develop comprehensive business plans for each region to achieve sales targets. Oversee management of partner marketing funds.
- Lead Generation, Pipeline Management and Conversion: Drive sales lead generation and conversion into new business opportunities. Leverage leads generated by Sales Development Representatives. Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.
- Executive Engagement: Establish regular cadence with key partner Vice Presidents and Directors to provide support and progress updates.
- Competitor Monitoring: Monitor competitor activity within the channel and report findings to the executive team.
- Progress Reporting: Provide frequent, detailed updates on weekly and monthly sales goals, ensuring transparency and accountability.
The role requires up to 50% travel. The company is 100% remote and requires a minimum 25Mbps consumer-grade broadband connection.
REQUIREMENTS:
- Cybersecurity & Domain Experience: 5+ years of proven experience in Security Channel and MSSP sales with a track record of driving revenue and building partnerships. Deep knowledge of core cybersecurity concepts, prevalent threats (ransomware, phishing), and solutions (firewalls, SIEM, endpoint protection, cloud security). Comprehensive understanding of the cybersecurity vendor landscape, ecosystem, key players, solutions, and differentiation.
- Channel Partner & MSSP Expertise: Proven success driving sales through security channel partners in the region, consistently meeting or exceeding revenue goals via strong relationships. Extensive experience recruiting, onboarding, and scaling security resellers and MSSPs. Deep knowledge of MSSP business models, go-to-market strategies, pricing, and services. Expertise in partner enablement and training for MSSP/partner teams (pre-sales, post-sales, support).
- APJ Market Regional Channel & MSSP Landscape: Understanding of how Channel & MSSP maturity varies by country (Japan vs. India vs. Australia) and ability to tailor strategy. Established proven relationships with key cybersecurity resale and MSSP partners in region.
- Travel: Willingness and ability to travel up to 50% of the time.
- Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.
- High Energy: Thrives in fast-paced work environment with high levels of energy and enthusiasm.
- Communication Skills: Excellent presentation, written, and overall communication skills with ability to articulate value proposition to both small and large groups.
- Sales Tools: Expertise in Salesforce.com (SFDC) for efficient sales management and reporting.
