Channel Account Manager

About Prelude

Prelude Security is pioneering a new standard in security validation. Our platform helps organizations confidently answer, “Are we protected?” by continuously evaluating the effectiveness of security controls and uncovering control gaps, control health issues, and policy misconfigurations. We integrate with customers’ existing tools so security teams can optimize defenses and proactively address risk.

We are a fully remote team across the U.S. and Canada, built on trust, autonomy, and excellence. We move fast, prioritize quality, and empower top performers to take ownership and continuously improve.

Role

We’re hiring an experienced Channel Account Manager (CAM) to build and scale Prelude’s reseller/VAR and MSSP channel from the ground up. You’ll recruit, onboard, and activate partners; drive joint go‑to‑market plans; enable partner sellers and technical teams; and deliver tangible revenue impact through partner‑sourced and partner‑influenced pipeline. This role is highly cross‑functional and will collaborate with Sales, Marketing, Product, and Technical Account Management.

Responsibilities

• Recruit & Activate Partners: Identify and sign priority VARs, MSSPs, and distributors; conduct due diligence; negotiate agreements; set activation plans and success criteria.

• Build Joint Business Plans: Co‑create 6–12 month partner plans with pipeline, revenue, enablement, and marketing targets; review performance in monthly check‑ins and quarterly business reviews (QBRs).

• Enablement & Certification: Deliver sales play training, positioning, objection handling, and demo guidance; coordinate technical enablement and certification with Sales Engineering.

• Pipeline & Deal Management: Launch deal registration, define SLAs, and manage co‑sell motions with Prelude AEs; forecast partner‑sourced and partner‑influenced pipeline.

• MDF & Co‑Marketing: Propose, manage, and optimize market development funds (MDF) for events, campaigns, and demand generation; prove ROI with clear attribution.

• Program Operations: Stand up and iterate the partner program (tiers, benefits, requirements); maintain partner portal content; drive adoption of PRM and CRM processes.

• Territory Execution: Create plays with national and strategic partners (e.g., large VARs/distributors); develop executive alignment between Prelude and partner leadership.

• Partner Experience: Serve as the escalation path for partner issues; coordinate internal specialists to resolve blockers and accelerate deals.

• Market Feedback: Capture partner and customer insights to inform product roadmap, pricing, and packaging.

• Governance & Compliance: Ensure channel policies (discounting, deal reg, code of conduct) are followed; maintain accurate records in CRM/PRM.

Skills and Experience

Required

• 5+ years in channel management at a cybersecurity or IT SaaS vendor, with proven success recruiting and scaling VAR/MSSP partners.

• Track record meeting/exceeding partner‑sourced revenue and pipeline targets in an assigned region or segment.

• Strong relationships across leading channel ecosystems (e.g., national VARs, distributors, and security‑focused partners).

• Hands‑on experience building joint business plans, running QBRs, managing MDF, and enabling partner sellers/SEs.

• Operational fluency with Salesforce (or similar CRM) and PRM/partner portals; disciplined approach to forecasting and hygiene.

• Excellent communication and executive presence; comfortable influencing across Prelude and partner leadership.

• Ability to travel as needed for partner meetings, events, and enablement.
  

Nice to Have

• Zero‑to‑one experience launching a partner program (tiers, benefits, requirements, incentives) at an early‑stage vendor.

• Existing relationships with top security partners (e.g., CDW, SHI, WWT, Optiv, ePlus, GuidePoint, Presidio) and distributors.

• Background in endpoint/XDR, vulnerability management, security validation/CTEM, SIEM/SOAR, or adjacent security categories.

• Familiarity with MSSP packaging, service catalog creation, pricing, and cross‑sell motions.

• Experience with distribution agreements and rebate programs.

Working at Prelude

Prelude is a fully remote team across the US & Canada, built on trust, autonomy, and excellence. We empower our team to take ownership, move with purpose, and continuously improve. Our culture values top performers who align with our mission and embrace high standards. We offer generous healthcare, flexible PTO, and home-office support, ensuring our team has the freedom and resources to thrive. While we move fast, we prioritize quality, collaboration, and remain committed to building impactful security solutions with precision.