Grip Security is looking for a Channel Account Manager to join our community!
We are a fast-growing startup in the software-as-a-service and AI Security industry. We provide innovative solutions to secure the whole organization-to-SaaS surface. (More details: https://grip.security)
Using the newest technologies, we're working on solving a huge problem all enterprises face today; to govern the accessibility of all its employees to all 3rd party vendors (GitHub, SendGrid, Atlassian, and thousands more!), and to make sure there is no leftover/unwanted access to any of the organization's SaaS and AI assets. The SaaS and AI Security field is complex and challenging. Therefore, we're looking for super-talented people who are not afraid of technical challenges and breaking down barriers to achieve good solutions.
Position Overview
- Develop a Channel ecosystem comprised of National, Super-Regional, and Regional VARs that drive net new partner-led opportunities
- Achieve assigned Accepted Deal Registration (ADR) and Partner Initiated Revenue (PIR) goals
- Establish regional & sub-regional targets for accepted deal registrations and manage both partners and RSM’s to meet those goals
- Demonstrate authoritative knowledge of partner landscape, joint pipelines, and path for achieving assigned goals
- Initiate & execute partner BDR campaigns designed to accelerate partner-led pipelines
- Recruit, operationalize, and lead ongoing engagement with partners
- Develop comprehensive working knowledge of Grip Solutions and use cases and articulate tailored value proposition for both customers and partners
- Initiate, coordinate, and execute lead gen events with Channel & Alliances partners
- Conduct weekly review sessions with RSMs to ensure synchronized engagement with partners & Grip sellers
- Manage deal & SPIF registrations to ensure accurate documentation in Salesforce
- Maintain excellent Salesforce hygiene, including accurate tracking of partner recruiting, submitted and accepted deal registrations, etc.
- Proactively engage with regional Alliance partner peers, facilitate intros between Grip sellers and their counterparts, initiate events with them and our mutual resellers
- 5+ years of experience as a Channel Account Manager (CAM) working in cybersecurity or enterprise software
- Strong hunter mentality and entrepreneurial drive
- Deep executive-level relationships and experience with regional and national resellers
- Proven ability to develop partner business plans and deliver measurable outcomes
- Experience aligning with field sales and cross-functional go-to-market teams
- Excellent communication, presentation, and relationship-building skills
- Strong organizational skills
- A true team player who thrives in a high-growth, startup environment
- Willingness to travel +60% in region
- Able to legally work in the US
- Must be in Region (ideally Southeast or Mid-A)
Skills Required
- 5+ years of experience as a Channel Account Manager working in cybersecurity or enterprise software
- Strong hunter mentality and entrepreneurial drive
- Deep executive-level relationships and experience with regional and national resellers
- Proven ability to develop partner business plans and deliver measurable outcomes
- Experience aligning with field sales and cross-functional go-to-market teams
- Excellent communication, presentation, and relationship-building skills
- Strong organizational skills
- Willingness to travel +60%
What We Do
Grip Security is a pioneer in SaaS identity risk management, providing innovative solutions to help enterprises address the security risks associated with widespread SaaS adoption. The company’s SaaS Security Control Plane platform helps companies discover, prioritize, secure and orchestrate the mitigation and remediation of risks. The innovative approach of leveraging identity as the key control point allows companies to secure all SaaS applications and empowers enterprises to embrace SaaS adoption securely
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