Channel Account Manager

Description

Grip specializes in providing unparalleled visibility into all aspects of enterprise SaaS applications, distinguishing itself in the identification of apps, users, and interactions with exceptional precision. 

Empowered by profound visibility, Grip ensures secure access to SaaS applications across diverse devices and locations. Our meticulous data flow mapping enforces robust security policies, preventing data loss throughout the entire SaaS portfolio.

Position Overview

We’re hiring a Named Channel Account Manager (CAM) to own and expand strategic relationships with 1–2 of our national channel partners. This is a high-impact, quota-carrying role responsible for accelerating partner-sourced pipeline and revenue across the U.S. The ideal candidate is a true hunter with a deep network, a builder’s mentality, and a proven track record of success with national solution providers.

This individual will drive partner engagement through business planning, sales enablement, and demand generation—while working cross-functionally with our field sales team, sales leadership, and marketing to execute regional growth strategies.

Responsibilities

• Own and grow national relationships with 1–2 top-tier partners
• Meet and exceed national channel-sourced revenue and pipeline targets
• Build and execute joint business plans with executive-level partner stakeholders
• Drive partner sales engagement and enablement: sales training, Sales campaigns, certifications
• Collaborate with regional sales managers and sales leadership to drive joint opportunities and alignment
• Lead demand generation activities: campaigns, events, and partner marketing programs
• Manage channel programs and processes: deal registration, SPIFFs, MDF, and reporting
• Serve as a trusted advisor and the voice of the partner internally
• Provide ongoing feedback to product, sales, and marketing teams to improve partner experience

Requirements

• 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 national solution providers
• 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 up to 60% nationally
• Boston-based preferred