Channel Account Manager, TOLA

Get to Know Us

Horizon
3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product, the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. Node Zero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises.

It is used by IT Ops/Sec Ops teams, consulting pentesters, and MSSPs and MSPs.

We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox" security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results.

The Channel Account Manager (CAM) - TOLA, will play a pivotal role in establishing and nurturing relationships with key partner accounts to drive sales growth within a designated territory. This position will collaborate closely with regional Account Executives (AEs) and cross-functional teams to execute channel sales strategies effectively. The CAM will focus on delivering sales leads, managing partner relationships and ensuring Horizon3AI (H3) remains the results-oriented professional with a proven track record in channel sales.

• Partner Relationship Development
  :
  Collaborate with AEs in the region to identify and cultivate strong relationships with strategic partner accounts.

• Lead Generation and Conversion
  :
  Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth.

• Lead Management
  :
  Leverage leads generated by H3 Sales Development Representatives (SDRs) to build momentum and facilitate collaboration within the channel.

• Relationship Nurturing
  :
  Maintain and nurture existing partner relationships to ensure H3 remains top-of-mind and preferred in partnerships.

• Strategy Execution
  :
  Work closely with AEs to execute channel sales strategies effectively, aligning with the company’s objectives.

• Pipeline Management
  :
  Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals.

• Partner Events
  :
  Plan and execute regional partner events to foster relationships and drive business growth.

• Account Mapping
  :
  Identify and map to accounts actively engaged by partners to maximize sales opportunities.

• Business Plans
  :
  Develop comprehensive business plans for each region to achieve sales targets and objectives.

• Executive Engagement
  :
  Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress.

• Competitor Monitoring
  :
  Keep a vigilant eye on competitor activity within the channel and report findings to the executive team.

• Progress Reporting
  :
  Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability.

• AWS Marketplace Alignment
  :
  Prioritize and align strategies with regional AWS representatives to maximize sales through the AWS marketplace

• Key Partner Strategies
  :
  Develop and execute strategic initiatives with identified key partners through collaborative “POD” efforts.

• Marketing Fund Management
  :
  Oversee the management of partner marketing funds to drive joint marketing efforts effectively.

• Experience
  :
  Minimum of 5+ yrs of experience in Channel Sales or a related field

• Travel
  :
  Willingness and ability to travel up to 50% of the time.

• Channel Expertise
  :
  Proven history of successfully selling within or through the security channel partner ecosystem in the designated region.

• Team Player
  :
  Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing.

• High Energy
  :
  Thriv…