Channel Account Manager, DIB​/MSSP

Hypori, Inc. is a high-growth cybersecurity SaaS company transforming how organizations think about secure mobility. Our virtual workspace platform enables users to access enterprise apps and data from a any mobile device—with zero data on the endpoint and total personal privacy. Backed by $55M in funding from investors including UBS, AE Industrial Partners, Hale Capital Partners, and Great Point Ventures, Hypori is expanding into new commercial and regulated markets.

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Hypori is looking for a builder-minded Channel Account Manager to join our growing commercial sales team. You will recruit, enable, and drive revenue through the MSSPs, MSPs, RPOs, and C3

PAOs that serve small and mid-size defense contractors, building partners who sell, deploy, and support Hypori on their own. You will report to the VP of Commercial Sales.

More than 100,000 companies sit in the Defense Industrial Base, and most buy security from the partner that runs their IT. Hypori gives those partners a proven answer: more than 95,000 Department of War users are on the platform today, and we hold IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, and SOC 2 Type II, so it clears review with defense clients.

The DIB partner program is being built from scratch, and the person in this seat builds it.

• Own an annual target for new MSSP, MSP, RPO, and C3
  
  PAO partners serving defense contractors
• Source partners through outbound, the CMMC practitioner community, and events including CMMC CON, AFCEA small business forums, and Hypori CMMC Accelerate
• Understand the partner’s why first: why add Hypori, why now for their clients, what it does for their practice and margin, and why not stick with the status quo
• Qualify partners on DIB client base, CUI exposure, GCC High or enclave practice, and willingness to sell, then negotiate and sign agreements across referral, co-sell, and resell tiers
• Take every new partner to first transaction on a defined timeline, and move partners from referral to selling on their own as an extension of Hypori
• Build and run the partner certification path with the channel sales engineer
• Get partner sellers ready to position isolation and defend the scope reduction argument to their clients
• Own partner content, deal registration, the partner portal, and the enablement calendar
• Carry a partner-sourced and partner-influenced revenue number and forecast it accurately in Salesforce
• Run joint business plans and quarterly business reviews with top partners, and co-sell into partner client bases with Hypori account executives and sales engineers
• Work with Carahsoft, our distributor, on distribution and procurement paths, including opportunities under 100 licenses, and with Marketing on campaigns, co-branded content, and events
• Report monthly on recruitment, time to first transaction, pipeline, and revenue by tier
• Over time, help stand up the foundation for a broader security reseller and solution provider channel

• 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor
• Experience building a DIB-focused MSP or MSSP partner program, not just managing an existing one
• A track record of recruiting and activating MSP or MSSP partners from signature to first transaction and beyond
• Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB
• Working knowledge of CMMC 2.0 and NIST SP 800-171: CUI vs. FCI, the 5 asset categories, SPRS scoring, and DFARS 7012 obligations
• Experience carrying and hitting a partner-sourced or partner-influenced revenue number
• Experience building your own enablement material, and familiarity with deal registration, partner portals, and margin structures
• Strong Salesforce and pipeline…