Founding Channel Account Executive – Technology Services Distributor; TSD Ecosystem - Remote

About us

At Echelon Risk + Cyber, we believe security and privacy are basic human rights. We are a high-growth cybersecurity consulting firm helping organizations solve complex risk, compliance, and security challenges through world‑class advisory, offensive security, defensive security, managed services, and virtual CISO solutions.

We are seeking a high‑performing, relationship‑driven Founding Channel Account Executive to accelerate revenue growth through our Technology Services Distributor (TSD) ecosystem.

This is not a passive account management role. We are looking for a builder, connector, and revenue producer; someone who understands how to create momentum inside the TSD model, activate Technology Advisors, uncover opportunities, and turn relationships into measurable growth.

The Channel Account Executive will own growth within our TSD ecosystem by building strategic relationships with partner management teams, earning introductions to Technology Advisors, enabling those advisors to sell Echelon's services, and collaborating deeply to win opportunities within shared client accounts.

This role requires a strong hunter mentality combined with elite relationship skills. Success will come from consistently generating pipeline, advancing opportunities, and becoming a trusted cybersecurity resource across the channel.

• Drive net‑new revenue through existing and emerging TSD partnerships
• Build qualified pipeline through advisor referrals, partner introductions, client mapping, and direct engagement
• Own opportunities from qualification through close
• Consistently achieve or exceed revenue and pipeline targets
• Create strategic territory plans based on advisor relationships and target industries

• Develop executive‑level relationships with channel leaders, regional managers, and partner management teams across TSDs
• Become a visible and trusted presence within the various TSD and similar ecosystems of which Echelon is involved, as well as future alliances
• Identify top‑performing advisors and prioritize strategic engagement, building long‑term relationships and models for engagement
• Maintain regular cadence with TSD stakeholders to drive introductions and opportunity flow (e.g. net new pipeline)

• Educate Technology Advisors on Echelon's cybersecurity services and ideal customer profiles
• Conduct webinars, trainings, lunch‑and‑larns, QBRs, and field enablement sessions
• Help advisors identify cyber opportunities within their client base
• Position Echelon as the "easy button" cybersecurity partner for their clients

• Perform account mapping with advisors to identify target accounts, whitespace opportunities, and expansion potential
• Analyze advisor books of business by vertical, client size, and risk profile
• Build joint pursuit strategies for priority accounts
• Collaborate with internal solution architects, delivery leaders, and executives to win complex opportunities

• Maintain clean CRM hygiene, pipeline visibility, and accurate forecasting
• Provide weekly updates on partner activity, opportunities, and growth initiatives
• Track ROI from partner events, campaigns, and enablement efforts
• Represent Echelon at channel events, conferences, and regional meetings

• Become embedded in current TSD ecosystems and establish traction
• Build a repeatable referral engine with high‑performing advisors
• Deliver consistent monthly pipeline creation through partner channels
• Close meaningful new business across consulting, recurring services, and managed offerings
• Establish Echelon as a go‑to cybersecurity services brand within the TSD community

• 5+ years of success in channel sales, partner sales, business development, or account executive roles within cybersecurity, IT services, telecom, cloud, or consulting
• Proven experience working inside Technology Services Distributor ecosystems (Working closely with firms such as Telarus,…