National Channel Account Manager- SHI

Accountabilities:

• • Own and develop the strategic national partner relationship, establishing strong relationships with partner executives, sales teams, and relevant technical stakeholders.
  • Drive partner-sourced pipeline and bookings by identifying high-impact opportunities and developing strategies to increase partner engagement and productivity.
  • Create and maintain comprehensive Partner Account Plans with measurable sales, marketing, enablement, and revenue objectives.
  • Develop targeted partner recruitment and enablement strategies in collaboration with channel and sales leadership.
  • Coordinate demand-generation initiatives with channel marketing teams to increase awareness, engagement, and qualified pipeline.
  • Work closely with regional sales organizations to connect priority prospects with the right partners and create measurable pipeline growth.
  • Act as a strategic liaison between internal field leadership and partner executives, ensuring alignment on priorities, opportunities, and joint execution.
  • Conduct recurring training, enablement, and knowledge-sharing sessions to ensure partner teams can effectively position, communicate, and sell the organization's cybersecurity solutions.
  • Advocate internally for partner needs and help ensure high-quality execution of co-marketing initiatives, certifications, partner programs, and other joint activities.
  • Lead quarterly business planning and enablement activities to strengthen the national partnership and improve commercial performance.
  • Build expertise across channel operations, including deal registration, enablement programs, incentive platforms, and related processes, while sharing best practices across the broader team.
  • Collaborate cross-functionally with sales engineering, marketing, business development, and customer success to remove obstacles and maximize partner-driven opportunities.

  Requirements

  • Demonstrated success using structured channel management methodologies to deliver measurable revenue, pipeline, and partner engagement outcomes.
  • Strong understanding of channel partner dynamics and experience managing relationships with strategic partners in the U.S. market.
  • Proven ability to build trusted relationships with partner executives, sales organizations, technical teams, and internal stakeholders.
  • Strong communication and presentation skills, with the ability to explain complex technology and cybersecurity value propositions clearly to diverse audiences.
  • Highly organized and detail-oriented, with the ability to manage multiple strategic priorities, initiatives, and deadlines simultaneously.
  • Demonstrated ability to collaborate effectively across sales, sales engineering, marketing, business development, and customer success functions.
  • Proactive, resourceful, and solution-oriented approach, particularly when operating in dynamic or resource-constrained environments.
  • Strong commercial judgment and the ability to identify opportunities that connect partner strategy with broader business objectives.
  • Ability to develop and execute partner account plans, enablement programs, demand-generation initiatives, and quarterly business plans.
  • Comfortable taking ownership of national partner relationships while balancing strategic planning with hands-on execution.
  • Ability to act as a trusted internal and external advisor and contribute to broader business discussions beyond traditional channel responsibilities.

  Benefits

  • Base salary: $140,280–$165,000 USD, depending on experience, skills, qualifications, and geographic location.
  • Additional compensation: Eligibility for equity and an annual bonus or other incentive compensation.
  • Comprehensive benefits package supporting health, wellbeing, and financial security.
  • Opportunity to work within a collaborative, cross-functional environment spanning sales, marketing, technical, and customer-facing teams.
  • Opportunity to build and influence strategic national channel partnerships in a rapidly evolving cybersecurity market.
  • Exposure to executive-level partner relationships and high-impact go-to-market initiatives.
  • Opportunity to contribute to partner enablement, demand generation, sales strategy, and revenue growth at scale.
  • Equal employment opportunity and an inclusive workplace committed to considering qualified candidates regardless of legally protected characteristics.