Channel Account Manager; East

About Zafran:

Zafran, a leader in Continuous Threat Exposure Management (CTEM), is seeking a dynamic Channel Manager to drive strategic partnerships with partners across the Western United States. This remote role focuses on accelerating revenue growth, expanding Zafran’s market presence, and empowering partners to deliver our AI-driven, Proactive Exposure Hunting™ solutions to proactively stop the exploitation of vulnerabilities. The Channel Manager will collaborate closely with Zafran’s sales, marketing, engineering, and product teams to align partner strategies with our mission to de-risk 90% of critical vulnerabilities for organizations worldwide.

Our Mission: To stop the exploitation of vulnerabilities, everywhere.

What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of "critical" vulnerabilities can't actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters.

Who’s behind us
:
Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations.

We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way!

What you will do:

• Partner Relationship Management:

  • Build and nurture long-term relationships with channel partners to drive mutual success in delivering Zafran’s CTEM platform.

  • Serve as the primary point of contact for assigned partners in the Western U.S., addressing their needs, challenges, and growth opportunities.

  • Develop and execute joint business plans with partners to achieve revenue targets and expand market reach in the exposure management space.

• Revenue Growth:

  • Drive sales through channel partners by identifying opportunities, managing pipelines, and collaborating on deal closures.

  • Monitor and report on partner performance metrics, including indirect revenues, pipeline generation, and deal registrations, using Zafran’s CRM tools.

  • Partner with resellers and MSPs to create demand and close high-impact deals, leveraging Zafran’s ability to mitigate thousands of vulnerabilities with a single recommendation.

• Partner Enablement and Support:

  • Provide comprehensive training, certifications, and resources to enable partners to effectively sell and support Zafran’s solution set.

  • Equip partners with the latest product knowledge, sales tools, and marketing collateral tailored to the CTEM market.

  • Facilitate access to Zafran’s technical support, pre-sales engineering, and customer success teams to ensure partner and customer success.

• Program Development and Execution:

  • Implement and manage Zafran’s channel programs, including incentives, deal registration, and market development funds (MDF), to motivate partner performance.

  • Collaborate with Zafran’s marketing team to develop co-branded campaigns and materials that highlight our award-winning CTEM solutions.

  • Ensure partner compliance with Zafran’s channel program guidelines and agreements.

• Cross-Functional Collaboration:

  • Work closely with Zafran’s sales, marketing, engineering, product, and customer success teams to align channel strategies with company objectives.

  • Provide partner feedback to product teams to influence Zafran’s roadmap and enhance our platform’s value for partners and customers.

  • Coordinate with field sales teams to manage…