Channel Account Manager II - Service Providers

This role sits at the intersection of cybersecurity, partner success, and high‑growth channel sales, where you will help service providers deliver enterprise‑grade security solutions to their customers  will manage and expand relationships across a portfolio of strategic MSP and service provider partners, driving both retention and revenue growth. Acting as a trusted advisor, you will guide partners on how to maximize value from the platform while strengthening long‑term engagement and adoption.

The environment is fast‑paced, remote‑first, and highly collaborative, with a strong emphasis on ownership and measurable outcomes. Your work directly contributes to protecting millions of endpoints and identities globally. This is a high‑impact role where success is defined by partner satisfaction, revenue expansion, and sustained trust across the ecosystem.

• Own and grow a portfolio of service provider and MSP partners, focusing on expansion, retention, and long‑term relationship health. Drive net dollar retention and gross dollar retention through strategic account management.
• Act as a trusted advisor to partners, helping them effectively position cybersecurity solutions to their customers and improve overall adoption and satisfaction.
• Build and maintain strong multi‑threaded relationships across partner organizations, ensuring consistent engagement at both operational and executive levels.
• Execute against revenue targets by identifying expansion opportunities, supporting renewals, and driving consistent usage growth across the partner base.
• Collaborate closely with internal teams to align on partner needs, improve service delivery, and reinforce platform value.
• Maintain accurate pipeline and account activity tracking using CRM tools such as Salesforce to support forecasting and performance visibility.

• 5+ years of experience in account management, channel sales, partner success, or customer success, ideally within MSP, SaaS, or cybersecurity environments.
• Strong understanding of the MSP ecosystem and how service providers deliver managed security or IT services to end customers.
• Proven track record of driving revenue growth, renewals, and expansion within a partner or customer portfolio.
• Experience using CRM platforms such as Salesforce to manage pipeline, forecast performance, and track account health.
• Strong communication and relationship‑building skills, with the ability to influence stakeholders across technical and non‑technical audiences.
• High bias for action, strong organizational skills, and ability to manage multiple priorities in a fast‑moving environment.
• Passion for partner success and delivering meaningful security outcomes to end customers.

• 100% remote work environment across the United States
• Comprehensive medical, dental, and vision insurance coverage
• 401(k) plan with employer contribution regardless of employee participation
• Generous paid time off, including vacation, sick leave, and paid holidays
• 12 weeks of paid parental leave
• Equity/stock options for all full‑time employees
• Annual professional development and education reimbursement
• Home office setup stipend and monthly digital reimbursement
• Access to coaching and personal development platforms for career growth