Channel Account Manager

Channel Account Manager Remote [within the US]

ABOUT THE ROLE:

Hidden Layer is seeking a Channel Account Manager to build and grow relationships with strategic channel partners and drive partner-sourced and partner-influenced pipeline and revenue. This role is ideal for a channel sales professional who understands how cybersecurity and cloud security solutions are sold through and with the channel, can create strong executive and field relationships, and enjoys building repeatable partner motions in a fast-moving startup environment.

You will work closely with Hidden Layer's direct sales, solutions architecture, marketing, customer success, and operations teams to develop joint account plans, activate partners, accelerate opportunities, and create a consistent co-selling experience. You will play an important role in expanding our channel presence and helping partners confidently position Hidden Layer's AI security platform with their customers.

WHO WE ARE:

Hidden Layer protects the world's most valuable technologies from adversarial AI attacks. We were founded by AI professionals and security specialists with first-hand experience of how insidious adversarial AI attacks can be to detect and defend against. Determined to prove that these attacks were preventable, the team developed a unique, patent-pending, productized solution to support organizations in accelerating their adoption of AI securely.

Our dedication to innovation has been recognized by prestigious awards such as RSA's Innovation Sandbox Winner, CB Insights AI 100, Cyber Tech 100, and SC's Most Promising Early-Stage Start-up.

WHAT YOU'LL DO:

• Own a portfolio of strategic channel partners, including VARs, solution providers, and cybersecurity-focused resellers, and build relationships across executive, sales, technical, and delivery teams.
• Develop and execute joint business plans that define revenue goals, target accounts, pipeline actions, enablement priorities, and measurable partner outcomes.
• Drive partner-sourced and partner-influenced pipeline by identifying opportunities, facilitating introductions, and supporting partners through the full sales cycle from qualification to close.
• Collaborate with direct sales to align account coverage, coordinate co-selling activities, avoid channel conflict, and increase deal velocity.
• Enable partners to effectively position, demonstrate, sell, and support Hidden Layer's platform through training, sales resources, technical alignment, and ongoing engagement.
• Plan and support joint go-to-market activities, including field events, campaigns, webinars, account mapping, and partner marketing initiatives.
• Lead regular partner business reviews, communicate performance against goals, and translate partner feedback into actionable recommendations for internal teams.
• Manage deal registration, partner opportunity tracking, forecasting, and reporting in partnership with Sales Operations and Revenue Operations.
• Serve as the internal advocate for partners while holding both Hidden Layer and partner stakeholders accountable to shared commitments.
• Help improve the partner experience by contributing to channel processes, enablement programs, tools, and playbooks as the business scales.

WHO YOU ARE:

• 5+ years of experience in channel sales, partner management, account management, or direct and overlay B2B software sales, preferably within cybersecurity, cloud security, or enterprise technology.
• Proven success building relationships with VARs, solution providers, distributors, GSIs, or other technology partners and generating measurable pipeline or revenue through the channel.
• Experience managing strategic partners such as SHI, Optiv, GuidePoint Security, World Wide Technology, Insight, or similar organizations.
• Strong…