Channel Account Manager (West)

Censys knows the internet and cloud better than anyone else. Attack Surface Management provides customers with an attacker-centric view of all externally facing internet and cloud to extend visibility, prioritize, and remediate the most critical risk exposures that will actually lead to a breach. Out daily IPv4 scans and the world’s largest SSL/TLS Certificate database enables customers with the most accurate and continuously updated attack surfaces. Enterprise security teams leverage Censys to keep pace with the speed of the business and gain an advantage on the rapidly evolving cyber-attack threats.

As the Channel Manager for the West your main objective will be to identify, enable, and expand our relationships and revenue with West channel partners. As a key member of the West team and reporting to the VP of Sales for the West, your work will play a pivotal role in leading and expanding our market presence, driving revenue growth, and fostering strong relationships with our channel partners.

What you’ll do: Your main objective will be to recruit, onboard, enable, and expand our relationships and revenue with West partners. 

• Recruit
• Develop and implement a comprehensive channel strategy aligned with the region’s overall business objectives.
• Identify and evaluate potential channel partners to expand market reach and increase revenue streams.
• Lead partnership agreement negotiations, ensuring terms are mutually beneficial and aligned with company standards.
• Onboard & Enable
• Cultivate and maintain strong, collaborative relationships with existing and prospective channel partners.
• Establish joint business plans and monitor key performance indicators (KPIs) with channel partners to maximize mutual success.
• Expand
• Collaborate with internal subject matter experts, sales, marketing, legal, and technical teams to drive joint go-to-market activities
• Stay informed about industry trends, competitor activities, and market dynamics in the West region.

What You Bring:

• 5+ years of sales experience exceeding revenue goals.
• 5+ years of programmatic partner program experience with consistent track record of success, preferably in the cybersecurity sector.
• Strong understanding of the West - includes Central market and channel dynamics.
• Excellent negotiation, communication, and relationship-building skills.
• Strategic-thinker and problem-solver with the ability to analyze data and make data-driven decisions.
• Demonstrated accuracy, attention to detail and high levels of presentation, communication and interpersonal skills

Our on-target earnings (OTE) range for this role is between $200,000 USD and $240,000 USD + equity.

Our roots are in Ann Arbor, Michigan with soon to be offices in Seattle, the Bay Area, Washington D.C., and Dublin, Ireland. For this position, we are looking for our candidate to be based in the Mountain Time Zone or Pacific Time Zone.

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they feel they meet every qualification. At Censys we are dedicated to building a diverse, inclusive, and authentic workplace - so if you're excited about this role but your past experience doesn't align perfectly with every listed requirement in the job description, we encourage you to apply anyways. You may be exactly who we need to fill this role or others! 

We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer. 

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