Senior Channel Account Manager, US

📋 Description

• • Own and drive the entire US channel ecosystem for Nozomi Networks, the fastest-growing OT & IoT cybersecurity company on the planet. You will be the single point of accountability for recruiting, enabling, and accelerating more than 100 Distributors, VARs, System Integrators, OEMs, and MSSPs across the United States, directly influencing 8-figure annual bookings.
• • Architect a data-driven regional channel strategy that maps partner types to vertical markets (energy, manufacturing, transportation, resources, and critical infrastructure) and aligns every partner with clear revenue targets, technical certifications, and joint go-to-market motions. Present this strategy quarterly to the SVP of Worldwide Sales and the CEO for board-level visibility.
• • Scout and onboard high-impact partners through a rigorous selection process: evaluate financial health, technical depth, customer references, and cultural fit; negotiate tiered program benefits; and secure executive sponsorship on both sides. Expect to add 15–20 net-new productive partners per year while sunsetting under-performers.
• • Deliver world-class enablement that turns partners into OT-security evangelists. Run immersive boot camps (virtual and in-person), co-develop battle cards, and certify sales and SE teams on our AI-powered platform. Track partner competency in Salesforce and ensure 80 % of top-tier partners achieve Advanced or Expert status within 12 months.
• • Co-sell alongside partners to close the largest OT & IoT security deals in the country. Orchestrate QBRs, pipeline reviews, and deal-strategy sessions; bring in Nozomi technical resources and executive sponsors when needed; and ensure every partner opportunity is accurately tagged and forecasted in CRM. Target: 60 % of new-logo ARR sourced or influenced by channel.
• • Design and execute joint marketing campaigns with the global demand-gen team—webinars, trade-show booths, threat-intelligence roundtables, and account-based plays—that generate 3× pipeline coverage each quarter. Secure MDF commitments and measure ROI down to influenced bookings.
• • Build and maintain a transparent metrics dashboard (PowerBI or Tableau) that tracks partner recruitment, certification, pipeline, bookings, win-rate, and renewal rate. Present insights weekly to Sales leadership and monthly to the Board, turning raw data into actionable recommendations.
• • Represent Nozomi Networks at RSA, S4, Black Hat, DistribuTECH, and other marquee events. Deliver keynote breakouts, man the booth, and host VIP partner dinners that strengthen relationships and create new opportunities.
• • Stay razor-sharp on emerging threats, NIS2/CEF directives, and competitor moves. Translate this intel into updated sales plays, competitive take-out campaigns, and partner newsletters that keep our ecosystem ahead of the curve.
• • Champion a culture of collaboration across Sales, Marketing, Product, and Customer Success. Escalate product gaps, feed win/loss insights to Engineering, and ensure every partner and customer success story is amplified internally and externally.