Channel Account Manager

Position: Inside Channel Account Manager
Our mission and why it matters

We are on a mission to make humans the strongest security layer.

Human risk remains one of the biggest vulnerabilities and traditional awareness training is not enough. We take a different approach by combining AI-driven personalization, real threat detection, and behavioral science to actively protect people and organizations.

We do not just simulate risks. We build the tools that detect and stop them.

About this role

The Inside Channel Account Manager (ICAM) is responsible for generating pipeline through our partner ecosystem. This role sits at the intersection of Sales and Partnerships, focusing on partner-sourced and partner-influenced demand generation.

You'll work closely with Channel Account Managers, Marketing, and Sales to activate partners, create qualified opportunities, and help scale our indirect go-to-market motion. This is a high-impact role for someone who understands how to sell with partners, not around them.

What you'll do

* Partner Demand Generation

* Source and qualify opportunities through VARs, MSSPs, and distributors

* Execute outbound and inbound motions in partnership with channel partners

* Support partner-led campaigns, webinars, and regional initiatives

* Drive partner engagement that results in real pipeline, not vanity activity

* Partner Enablement & Activation

* Identify inactive or underperforming partners and re-engage them

* Ensure partners are enabled on:

* Ideal Customer Profile (ICP)

* Core use cases and differentiation

* How to effectively position and sell the solution

* Act as the first point of activation for partners before opportunities reach Sales

* Support national Partner events and lead regional Partner events

* Sales & Channel Alignment

* Qualify opportunities to agreed-upon channel standards

* Hand off clean, well-documented opportunities to:

* Channel Account Managers

* Direct Sales reps (when appropriate)

* Maintain strong CRM hygiene and accurate partner attribution

* Pipeline & Performance

* Own a partner-sourced pipeline target

* Track and report on:

* Partner meetings set

* Opportunities created

* Conversion rates by partner type

* Provide regular feedback to Channel Leadership on what's working and where to improve.

What success looks like

* In your first 30 days, complete onboarding and develop a strong understanding of Hoxhunt's partner program, sales process, and key internal stakeholders. Build relationships with strategic partners and begin participating in partner-facing meetings. Gain proficiency in Salesforce, partner tools, reporting, and deal registration processes. Begin supporting Channel Account Managers (CAMs) with partner communications, opportunity management, and follow-up activities.

* By day 60, independently manage day-to-day partner communications and follow-up activities. Consistently identify, qualify, and route partner-generated opportunities. Support pipeline creation efforts by coordinating partner meetings, campaigns, and enablement activities. Demonstrate strong collaboration with sales, customer success, and channel teams.

* By day 90 and beyond, own a portfolio of partner relationships and serve as a trusted point of contact for partner-driven opportunities. Consistently contribute to pipeline generation and partner engagement goals. Drive operational excellence by ensuring timely follow-up, accurate CRM management, and partner accountability. Be viewed internally and externally as a reliable extension of the channel team that helps accelerate partner-sourced revenue.

What we're looking for

* 1-3 years of experience in an SDR/BDR, Channel Sales, or Partner Development role.

* Experience working with VARs, MSSPs, or distribution partners.

* Strong prospecting skills across email, phone, and Linked In.

* Comfortable engaging with IT, Security, and Risk/Compliance stakeholders.

* Familiarity with CRM tools (Salesforce preferred).

* Organized, detail-oriented, and able to manage multiple partner relationships at once.

Bonus Points

* You're energized by building and growing relationships, especially in a partner ecosystem.

* You're proactive and comfortable with outbound, picking up the phone, sending the message, and driving engagement.

* You care about outcomes, not just activity, and focus on what actually drives pipeline.

* You enjoy working cross-functionally and aligning multiple stakeholders.

* You're motivated by ownership and being close to real business impact.

Who you'll work with

At Hoxhunt, we don't just build software. We build behavior change on a global scale. With a world-class product and over 50% year-on-year growth, we're helping companies around the world create a culture of cybersecurity, one employee at a time.

You'll join a high-performing team focused on growing our presence in North America. The Minneapolis office is a hub for collaboration, where people work closely together, share ideas openly, and support each other in getting results. It's a hands-on environment where you'll have visibility into the business and the…