Senior Channel Account Manager

The role

This role focuses on developing a high-impact partner ecosystem to generate demand and deliver services. You will drive growth across commercial and public sector markets by managing a portfolio of VARs, distributors, and MSSPs.

What you will do

• Own a focus partner portfolio including VARs, distributors, and MSSPs
• Drive partners toward documented joint business plans and quarterly milestones
• Move focus partners toward independent lead generation and technical positioning
• Drive top-down account mapping between focus partners and each POD
• Grow managed and professional services partners into recurring revenue streams
• Exceed quarterly partner-sourced pipeline and bookings targets
• Support the field in deals and manage channel conflict
• Ensure accurate deal registrations and channel path data
• Deliver per-partner metrics and partner readouts in business reviews
• Recruit partners to fill coverage, vertical, or capability gaps

Required qualifications

• Significant channel sales experience at a cybersecurity, infrastructure or enterprise software vendor
• Consistent record of exceeding partner-sourced pipeline and bookings targets in North America
• Proven experience building a partner from low productivity into a material revenue contributor
• Existing, current relationships across the North American security channel
• Working knowledge of OT, ICS and critical infrastructure environments
• Experience designing and running partner enablement and certification programs
• Comfort operating in a lean, high-accountability environment
• Strong commercial and operational discipline
• Excellent written and verbal communication
• Ability to work effectively as a remote employee
• Willingness to travel extensively, often on short notice
• Bachelor's degree, Master's degree, or equivalent experience

Nice to have

• Experience with the US federal, SLED, or Canadian public sector channel
• Experience building an MSSP or managed services partner motion
• Experience with OT OEM, automation vendor, or industrial technology alliances
• Experience in a POD, pod-based, or segment-aligned sales model
• Familiarity with the OT and CPS security competitive landscape

Benefits

• Medical
• Dental
• Vision
• Life insurance
• Disability insurance
• 401(k) plan with employer matching program
• Flexible paid time off
• Paid holidays
• Paid parental leave

Before you apply

• Successful candidates will be subjected to background verification checks

About the company

Nozomi Networks is the leader in OT and IoT Cybersecurity, protecting critical infrastructure and government organizations. The company provides network visibility, threat detection, and operational insight.