SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Horizon3.ai is a fast-growing, remote-first cybersecurity company that enables organizations to proactively find, 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 was founded by a fusion of former U.S. Special Operations cyber operators, startup engineers, and cybersecurity practitioners.
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 a 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 the onboarding process 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 partner 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 the generation of sales leads and convert them 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 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 and accountability.
The role requires up to 50% travel to be successful.
REQUIREMENTS:
- 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 (e.g., ransomware, phishing), and solutions (e.g., firewalls, SIEM, endpoint protection, cloud security), enabling effective communication with technical and business stakeholders.
- Comprehensive understanding of the cybersecurity vendor landscape and ecosystem, including key players, solutions, and differentiation.
- Proven success in driving sales through security channel partners in the APJ region, consistently meeting or exceeding revenue goals via strong relationships.
- Extensive experience recruiting, onboarding, and scaling security resellers and MSSPs to build high-performing partner networks aligned with business goals.
- Deep knowledge of MSSP business models, go-to-market strategies, pricing, and services, enabling tailored, high-value partner engagements.
- Expertise in partner enablement, using best practices to train MSSP/partner teams (pre-sales, post-sales, support) to effectively deploy and support Horizon3.ai's platform.
- Understanding of how Channel & MSSP maturity varies by country (e.g., Japan vs. India vs. Australia) and ability to tailor strategy accordingly.
- Established proven relationships with key cybersecurity resale and MSSP partners in the APJ region.
- Willingness and ability to travel up to 50% of the time.
- Ability to collaborate effectively with various functional groups, including Account Executives, Sales Engineers, and Marketing.
- Excellent presentation, written, and overall communication skills, with the ability to articulate the Horizon3.ai value proposition to both small and large groups.
- Expertise in using Salesforce.com for efficient sales management and reporting.
- Minimum 25Mbps consumer-grade broadband connection required (remote-first company requirement).
