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)
