Channel Account Manager, DACH

Horizon3.ai, Inc.

Job Overview

Location

Germany

Job Type

Full-time

Full Job Description

📋 Description

• Own and grow relationships with key German-speaking channel partners including VARs, distributors, MSSPs/MSPs, and strategic alliances across the DACH region.
• Build and execute joint go-to-market plans with strategic partners, incorporating sales plays, campaigns, enablement, and executive alignment tailored to the DACH market.
• Recruit, onboard, and enable new channel partners to expand Horizon3.ai’s presence and complement existing reseller relationships in Germany, Austria, and Switzerland.
• Drive partner-sourced and partner-influenced pipeline by developing joint account plans, co-selling initiatives, and coordinated marketing activities with top regional partners.
• Collaborate with Regional Sales, Solutions Engineers, and Marketing teams to execute DACH channel strategies, including co-marketing campaigns and event participation.
• Manage the full partner sales motion from opportunity identification through qualification, Proof of Value (POV), negotiation, and close, in partnership with account executives.
• Maintain accurate and up-to-date partner opportunity, contact, and activity data in Salesforce (SFDC) to ensure forecast accuracy and pipeline hygiene.
• Deliver ongoing partner training and enablement on NodeZero™, including sales messaging, competitive positioning, and product demonstrations specific to the DACH market.
• Conduct quarterly business reviews (QBRs) with strategic and growth partners to review pipeline progression, joint marketing investments, and performance metrics.
• Collect and relay partner and customer feedback to influence product roadmap, pricing strategy, and channel program enhancements.
• Champion Horizon3.ai’s channel strategy internally by advocating for DACH partner needs and reinforcing partner-first behaviors across the go-to-market organization.
• Travel up to approximately 40% within the German-speaking region and occasionally across EMEA for partner meetings, customer visits, and industry events, with expenses approved by manager.
• Ensure all channel activities align with Horizon3.ai’s culture of respect, collaboration, ownership, and results while operating in a fast-moving, high-growth cybersecurity environment.

🎯 Requirements

• 5+ years of experience in a channel-focused role (Channel Account Manager, Channel Sales, Partner Manager, Alliances, or similar) in cybersecurity, InfoSec, or B2B SaaS
• Demonstrated success building and monetising strategic reseller relationships in the DACH region, including experience activating large national VARs or systems integrators
• Proven track record of consistently exceeding revenue targets through partner-sourced and partner-influenced deals
• Deep understanding of channel sales motions in the DACH market, including joint account planning, MDF/marketing campaigns, co-selling, and deal registration
• Fluency in English and German; additional European languages are a plus
• Proficiency with Salesforce (SFDC) and common sales/marketing tools (e.g., Outreach, LinkedIn Sales Navigator, ZoomInfo, Slack)

🏖️ Benefits

• Competitive salary, equity, and benefits including health, vision, and dental insurance for you and your family
• Flexible vacation policy and generous parental leave
• Remote-first work environment with flexibility to work in a way that supports personal productivity
• Inclusive team culture that values diversity and promotes belonging
• Growth opportunities within a dynamic, high-growth cybersecurity company
• Innovative and collaborative work environment that encourages creativity and out-of-the-box thinking

Skills & Technologies

Remote

Degree Required

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Horizon3.ai, Inc.

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About Horizon3.ai, Inc.

Horizon3.ai provides autonomous security testing and attack surface management software. Its NodeZero platform continuously assesses enterprise networks, clouds, and applications to find exploitable weaknesses, validate fixes, and prioritize risks. The company serves Fortune 500, government, and mid-market organizations seeking proactive defense without manual red teams.

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