Channel Account Manager – West U.S.
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Job Location:
San Francisco, CA - USA
Monthly Salary:
Not Disclosed
Posted on:
29 days ago
Vacancies:
1 Vacancy
Job Summary
Job description
Since 2016 Wallarm has been on a mission to secure the internets critical infrastructure: APIs. Today we are the trusted choice for over 200 of the worlds most innovative companies from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security helping teams discover their attack surface protect against modern threats and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C we are scaling our global remote-first team of 150 innovators to solve the next generation of security challenges.
About the role:
We are seeking an experiencedChannel Account Manager (CAM)to manage and grow strategic relationships with cybersecurity-focused Value-Added Resellers (VARs). This role will focus on driving revenue partner engagement and pipeline development through key partners across the Western U.S. including partners such as GuidePoint Security SHI CDW Optiv and other regional based partners. The ideal candidate has strong experience in cybersecurity channel sales an existing network within top resellers and an understanding of the enterprise security buyer.
Responsibilities:
Channel Development & Management
Own and grow relationships with key VARs and security-focused resellers in the Western U.S.
Drive new partner recruitment onboarding and enablement with a focus on quality over quantity.
Act as the primary point of contact for partners in the region; manage partner business plans and quarterly business reviews (QBRs).
Revenue & Pipeline Generation
Collaborate with partners to drive new opportunities and achieve regional revenue goals.
Build and manage a strong partner-influenced pipeline through joint field engagements and marketing efforts.
Ensure partner deal registration and MDF (Market Development Funds) are managed effectively.
Enablement & GTM Execution
Deliver sales enablement product training and joint GTM strategies tailored to each partner.
Support partners during sales cycles including lead development joint customer meetings and technical workshops.
Collaborate with field sales and sales engineering teams to align on territory strategy and partner execution.
Internal Collaboration
Work cross-functionally with marketing sales product and customer success to support partners and feedback loops.
Track partner performance forecast revenue contribution and report progress to sales leadership.
Job requirements
We are looking for candidates with:
57 years of experience in channel sales partner management or field sales within cybersecurity.
Proven track record managing and growing relationships with VARs like Trace3 Optiv GuidePoint Security SHI CDW and other regional players.
Good understanding of the cybersecurity solution landscape ideally including API security cloud security or application security.
Strong business acumen and ability to influence both technical and sales stakeholders within partner organizations.
Comfortable working independently in a field-based role with minimal supervision.
Excellent communication presentation and relationship-building skills.
Ability to travel within the Western U.S. (2535% as needed).
Nice to have:
Prior experience selling or supporting cybersecurity solutions.
Familiarity with partner tools (e.g. PRM platforms) deal registration workflows and MDF execution.
Background working in a high-growth startup or emerging tech environment.
Bachelors degree preferred.
Why Join Us:
Be part of a category-defining company in the booming API Security space.
Play a foundational role in shaping our channel strategy and technical partner ecosystem.
Work with a passionate high-performing team at the intersection of security innovation and go-to-market strategy.
Remote work and flexible working hours.
Competitive salary and bonuses.
Paid days off and medical insurance.
Working equipment.
Professional development and career growth opportunities.
All done!
Your application has been successfully submitted!
Required Experience:
Manager
Key Skills
- Business Development
- Company Policies
- Customer Service
- Financial Performance
- Revenue Growth
- Oversight
- Regional Sales
- Account Management
- Project Management
- Product Line
- Ensure Compliance
- Human Resources
- Procedures
- Sales Goals
- Direct Reports
About Company
Wallarm automates real-time application protection and security testing for APIs, apps, and microservices and APIs across multi-cloud and K8s environments.
