Channel Account Manager, Horizon3
Central
+ Equity
More information about location
Autonomous security solutions
Open for applications
Autonomous security solutions
201-500 employees
Open for applications
+ Equity
More information about location
201-500 employees
Company mission
To help find and fix attack vectors before attackers can exploit them.
Role
Who you are
- 5+ years of proven experience in Security Channel and MSSP sales, with a track record of driving revenue and building partnerships
- Deep knowledge of core cybersecurity concepts, prevalent threats (e.g., ransomware, phishing), and solutions (e.g., firewalls, SIEM, endpoint protection, cloud security), enabling effective communication with technical and business stakeholders
- Comprehensive understanding of the cybersecurity vendor landscape and ecosystem, including key players, solutions and differentiation
- Proven success in driving sales through security channel partners in the region, consistently meeting or exceeding revenue goals via strong relationships
- Extensive experience recruiting, onboarding, and scaling security resellers and MSSPs to build high-performing partner networks aligned with business goals
- Deep knowledge of MSSP business models, go-to-market strategies, pricing, and services, enabling tailored, high-value partner engagements
- Expertise in partner enablement, using best practices to train MSSP/partner teams (pre-sales, post-sales, support) to effectively deploy and support Horizon3.ai’s platform
- Understanding of how Channel & MSSP maturity varies by country (e.g., Spain vs. Portugal vs. Italy) and tailor strategy
- Established proven relationships with key cybersecurity resale and MSSP partners in region
- Travel: Willingness and ability to travel up to 50% of the time
- Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing
- High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm
- Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups
- Sales Tools: Expertise in using Salesforce.com (SFDC.com) for efficient sales management and reporting
What the job involves
- The Channel Account Manager (CAM), Central, will play a pivotal role in establishing and nurturing relationships with key security resale and MSSP partners to drive sales growth within a designated territory
- This position will collaborate closely with regional Account Executives and cross-functional teams to execute channel sales strategies effectively
- The Channel Account Manager (CAM) will drive partner-generated sales leads by strategically collaborating with partners to identify and pursue high-value opportunities
- They will cultivate and manage robust partner relationships, ensuring Horizon3.ai remains a trusted and preferred cybersecurity solutions provider
- By leveraging a proven track record in channel sales, the CAM will uphold H3’s reputation as a results-oriented leader, aligning efforts with the company’s strategic objectives
- Resale & MSSP Partner Recruitment: Proactively identify and recruit high-potential security resale and MSSP partners to ensure optimal regional coverage, capability, and capacity
- Partner Onboarding & Enablement: Streamline the onboarding process for new security resale and MSSP partners, implementing robust enablement strategies to drive rapid adoption and sales productivity
- Partner Relationship Development & Strategy Execution:
- Partner with Account Executives in the region to strategically identify and foster robust relationships with key Partner and MSSP accounts, driving mutual growth and alignment
- Proactively maintain and strengthen existing partner relationships to position Horizon3.ai as the preferred, top-of-mind partner for cybersecurity solutions
- Collaborate closely with AEs to implement targeted channel sales strategies that align seamlessly with Horizon3.ai’s overarching business objectives
- Systematically identify and map accounts actively engaged by partners to optimize sales opportunities and enhance pipeline development
- Plan and execute regional partner events to foster relationships and drive business growth
- Develop comprehensive business plans for each region to achieve sales targets and objectives
- Oversee the management of partner marketing funds to drive joint marketing efforts effectively
- Lead Generation, Pipeline Management and Conversion:
- Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth
- Leverage leads generated by H3 Sales Development Representatives to build momentum and facilitate collaboration within the channel
- Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals
- Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress
- Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team
- Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability
Application process
- In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation
- You will not be penalized for redacting or removing this information
Our take
In an era marked by escalating cyber threats and data breaches, safeguarding digital assets has become a high priority across all industries. Amid this landscape, Horizon3.ai stands out as an autonomous security solution by addressing the critical need for robust cybersecurity.
At the heart of Horizon3.ai's mission is NodeZero™, a platform designed to elevate proactive security measures. Using this, customers can verify their security posture and identify potential vulnerabilities through self-service. This proactive approach to cybersecurity effectively thwarts potential exploits and ensures the integrity of their digital infrastructure.
With 2025 funding in hand, the company is poised to further its ambition to develop into an industry-leading cybersecurity company. The infusion of funds will be channelled towards expanding its partner network, refining its offerings and entering the US government market. Horizon3 aims to establish itself as a pivotal player in the evolving autonomous security landscape, a highly lucrative market valued at $80 billion.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-8% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jun 2025
$100m
SERIES D
Aug 2023
$40m
SERIES C
Total funding: $187m
Company benefits
- Growth Opportunities: Be part of a dynamic and growing team with numerous career advancement opportunities
- Innovation-Driven Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking
- Flexible Work Environment: Enjoy the convenience and work-life balance that comes with remote work
- Inclusive and Diverse Team: We value diversity and promote an inclusive culture where everyone can thrive
Company HQ
SoMa, San Francisco, CA
Leadership
Snehal Antani
(Co-Founder & CEO)Graduated from the Rensselaer Polytechnic Institute with an MS in Computer Science. Previously worked at IBM as a Lead Architect, at GE Capital as the CIO of Distribution Finance and Splunk as the SVP & GM of Business Analytics & IoT.
Anthony Pillitiere
(Co-Founder)Graduated from the University of Maryland with a Bachelor's Degree in Computer Systems Networking and Telecommunications. Previously worked at the United States Air Force in multiple roles, including Deputy Chief Technology Officer.
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