Channel Account Manager - East

At Reversing Labs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.

Notable breaches such as Solar Winds, Circle

CI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only Reversing Labs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at Reversing Labs.

You, as the Channel Account Manager will have enterprise channel experience and proven strategic channel relationships. The Channel Account Manager role is a dedicated resource to our strategic partners, acting as a trusted advisor and valued business consultant and will govern the overall relationship between the strategic partner and Reversing Labs. The ideal candidate will establish deep relationships with key strategic partner stakeholders, and in collaboration with the local channel sales directors & regional sales directors manage to jointly develop business objectives and action plans, engage in strategic sales opportunities, and ultimately drive profitable revenue growth for both Reversing Labs and our partner(s).

Two main focus areas will be to drive new channel relationships into the Regional Channel Manager territories, and to collaborate with the regional sales directors to find partners/relationships within the targeted account list.

• Responsible for creating, developing, and managing joint business plan with assigned strategic partner(s)
  • Identify key initiatives and targeted sellers associated
  • Develop marketing and technological activities to support initiatives in the field
  • Assist with and monitor execution of field plan activities
  • Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders
  • Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
  • Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary
• Perform quarterly business review (Q ) with assigned strategic partner(s)
  • Overall sales and revenue performance against strategic partner target(s)
  • Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager)
  • Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.)
  • Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s)
  • Sales/Revenue breakdown (examples)
    • Seller Participation
    • Product
    • Contract Term
    • New Logo Attainment
    • Large Deal Quantity
• Develop national/regional market coverage plans and initiatives
  • Drive recruitment initiatives where applicable for underdeveloped markets
  • Develop onboarding programs and strategies
• Strategic sellers – work with channel manager on general onboarding process
• Work with marketing to develop and deliver welcome package to include (examples):
  Personal letter, giveaways, strategic prod. material

• A disciplined and proven customer‑centric sales process.
• Demonstrated Channel Sales experience with a track record of exceptional achievement.
• Experience in a complex sales environment, managing large, visible, demanding customer accounts.
• The right Attitude – self‑starter, motivated, committed, responsive, proactive, get‑stuff‑done
• The right Aptitude…