Channel Account Manager

Summary

Salt Security is a provider of agentic and API security solutions that protects enterprises from AI agent and API attacks. The Regional Channel Account Manager will drive growth of Salt’s API Security Solutions through strategic partners in the U.S. East Region by developing channels, building pipeline, enabling partners, and executing joint business strategies.

Responsibilities

• Strengthen and enable existing partnerships with key resellers across the East Region. Build and develop enduring relationships and pipeline with Cybersecurity Channel partners to drive mutual business growth. Demonstrated track record of partnerships with the likes of GuidePoint Security, Optiv, WWT, Defy, Trace3, Myriad360, Consortium, SHI, and CDW
• Work closely with field sales and the Alliances Manager to engage Salt’s alliance partners in opportunities. Alliance partners include CrowdStrike, AWS & Kong
• Regular travel and engagement with partners to drive ecosystem growth with Partners. Deliver on events and go-to-market strategies, joint business plans, and technical enablement. Measured on net new growth with channel and alliance partner generated opportunities and revenue
• Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration, enablement and success
• Stay informed about industry trends, competitor activities, and emerging market opportunities to refine partner strategies
• Support partnership agreements, ensuring compliance with company policies and legal requirements
• Deliver ongoing partner training and enablement programs to ensure partners are equipped with the right resources and knowledge

Skills

• 4+ years of Channel Sales experience with a cybersecurity vendor
• Existing relationships and experience with security VARs in the Eastern region
• Proven ability to build and maintain strategic partnerships that drive revenue growth
• Strong negotiation, communication, and relationship-building skills
• Track record of being a self-starter working remotely and collaboratively in a fast-paced environment
• Experience in cybersecurity, technology, SaaS, or cloud-based solutions
• Proficiency in SFDC, G-Suite, Office and partner management platforms
• Location: Remote (U.S. East Region, NYC a plus) Ideally no more than 2 hrs from NYC
• Willingness to travel 30-50% within the U.S. East Region
• AWS co-sell experience and Crowdstrike knowledge valued
• Bachelor's degree in Business, Computer Science or a related field a plus

Qualifications

Must Haves

• 4+ years of Channel Sales experience with a cybersecurity vendor
• Existing relationships and experience with security VARs in the Eastern region
• Proven ability to build and maintain strategic partnerships that drive revenue growth
• Strong negotiation, communication, and relationship-building skills
• Track record of being a self-starter working remotely and collaboratively in a fast-paced environment
• Experience in cybersecurity, technology, SaaS, or cloud-based solutions
• Proficiency in SFDC, G-Suite, Office and partner management platforms
• Location: Remote (U.S. East Region, NYC a plus) Ideally no more than 2 hrs from NYC
• Willingness to travel 30-50% within the U.S. East Region

Nice to Haves

• AWS co-sell experience and Crowdstrike knowledge valued
• Bachelor's degree in Business, Computer Science or a related field a plus

Benefits

• Remote work in the U.S. East Region
• Performance-based incentives
• A collaborative and innovative work environment with opportunities for career growth
• Opportunity to work with a dynamic and growing team