Senior Channel Account Manager

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity.

We defend some of the world’s largest organizations and critical infrastructure in more than 68 countries and we’re just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure.

Nozomi Networks is hiring a Senior Channel Account Manager covering a number of regions in the US, together with public sector, civilian, defense and SLED partners. Reporting to our VP, Global Channel whilst partnering daily with the VP of Sales and Regional Sales Directors, this role is focused on developing a high-impact partner ecosystem that can independently generate demand, position our solutions, and deliver services 'll drive growth across commercial and public sector markets, creating deeper partner engagement, accelerating partner-sourced revenue, and helping transform how we go to market through the channel.

If you're energized by building capability, driving measurable outcomes, and creating lasting impact in a high-growth environment, we'd love to hear from you.

• Own a focus partner portfolio. Take ownership of a defined set of focus partners across VARs, distributors, and MSSPs, and driving each toward a documented joint business plan with named accounts, committed pipeline, and quarterly milestones.
• Make partners self-sufficient. Move focus partners from Nozomi-dependent to Nozomi-capable: independent lead generation, credible technical positioning, and delivery of their own services practice on our platform.
• Run disciplined account mapping. Drive top-down account mapping between focus partners and each POD, resulting in a small number of jointly pursued accounts per POD rather than long, inactive target lists.
• Develop the services and MSSP motion. Grow managed and professional services partners into a repeatable, recurring revenue stream, and partner with Sales leadership on the coverage and compensation questions that arise when a service provider sells across POD boundaries.
• Generate incremental pipeline. Exceed quarterly partner-sourced pipeline and bookings targets, with clear distinction between what the channel sourced versus what it influenced.
• Support the field in the deal. Bring the right partner into the right opportunity at the right time, protect deal economics, and manage channel conflict proactively so partner involvement accelerates deals rather than complicating them.
• Own the channel path. Ensure deal registrations, transacting partners, and channel path data are accurate and complete before deals close. Partner attribution must be trustworthy for this function to earn continued investment.
• Report in the language of the business. Deliver per-partner metrics and a clear focus partner readout into POD QBRs, Americas business reviews and global channel reporting - demonstrating progress achieved, not plans proposed.
• Recruit selectively. Add partners only where there is a coverage, vertical, or capability gap that no current partner can fill. Prioritize depth over breadth.
• Manage distribution. Partner with commercial and public sector distributors to drive partner recruitment, enablement throughput, and clean transaction flow.
• Run enablement that sticks. Own sales and technical enablement plans for your partners, track certification and competency levels, and tie enablement directly to pipeline outcomes.
• Partner with Marketing. Build and execute joint campaigns, demand generation, and event programs with measurable pipeline impact, including MDF planning and ROI reporting.
• Re…