Channel Account Manager, Invicti
Federal
5+ days a week in office
Cyber security for web services and apps
Job no longer available
Cyber security for web services and apps
201-500 employees
Job no longer available
5+ days a week in office
201-500 employees
Company mission
To deliver application security with zero noise.
Role
Who you are
- 5+ years of experience in sales or channel management
- Prior experience working in the Federal / SLED markets
- Passion for and proven track record of growing partner business aligned to program metrics
- Ability to build relationships based on trust and mutual business growth intention
- Negotiation skills
- You’re a channel professional who thrives on building deep, lasting partner relationships
- With your experience, you know how to engage strategically across departments, understanding each partner’s unique needs to create impactful, mutually beneficial growth strategies
- You bring a proven track record in driving profitability within channel ecosystems, targeting new partners while strengthening existing relationships to achieve measurable results
What the job involves
- You’ll work strategically with a select group of fast-growing Federal/SLED partners to define, align, and execute a mutual growth strategy that benefits both Invicti and our channel partners
- You’ll build and continuously update joint account plans with each managed reseller, executing these plans to achieve agreed-upon goals such as pipeline growth, transaction frequency, revenue bookings, renewal retention, and customer success
- Identify, recruit, enable, and drive new and existing strategic partners, leveraging existing Invicti resources to support training, onboarding, and rapid ramp-up
- Build relationships with key partner contacts across Sales, Technical, and Manager levels
- Develop and record business plans with a regular review cadence and collaborate with Channel Marketing to agree on funding for demand generation
- Plan and drive lead generation activities with partners through deal registration
- Manage and align with each partner’s pipeline build in FED/SLED market segments
- Create Partner Business Plans and assign revenue and certification targets
- Conduct QBRs to identify gaps in the Partner Business Plan
- Participate in Territory Planning to identify gaps in partner requirements for the region
- Facilitate introductions to Sales and Customer Success (CS) teams
- Manage the transition of business developed by Invicti Sales, Customer Success, and Marketing to be partner-managed and fulfilled
- Shadow and manage opportunities alongside Sales and Customer Success to close partner sales and renewal opportunities
- Identify opportunities to cross-sell Invicti products with the partner’s services, solutions, and other product brands
- Drive overall partner satisfaction and contribute to partner business success
- Increase the partner’s Invicti mindshare and commitment
- Serve as the primary relationship liaison for business, technical, and high-priority escalations
- Coordinate with Sales and CS teams and conduct regular pipeline reviews with distributors and managed resellers
Our take
Tackling the countless false positives often generated by application security software, Invicti Security develops security programmes for web services and applications that aim to save developers and engineers hundreds of hours of time. Using proof-based scanning technology, software issues in all corners of an application can be fixed quickly and infrastructure vulnerabilities nipped in the bud before they become a problem down the line.
Even before its buyout by Summit Partners in 2021, Invicti, built from a merger of Acunetix and Netsparker, was positioned as a global leader in the AppSec industry for more than 15 years.
Since its buyout by the alternative investment fund, Invicti has risen further in prominence and visibility by becoming available on the Amazon Web Services Marketplace in November 2022. This move will streamline Invicti customer purchases and allow for even easier deployment of the “zero noise” web security services on the cloud. Put simply, Invicti’s availability on AWS will help it reach an even larger customer base than its already 700-strong company users, boding well for its future growth.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (1 round)
Mar 2018
$40m
GROWTH EQUITY VC
Total funding: $40m
Company benefits
- Work life integration is deeply important to us – we have events, team outings, and happy hours
- Remote working in place while we continue to navigate our new normal
- Competitive compensation
- Ongoing recognition & rewards
- Have your birthday, every birthday off!
- Culture that emphasizes personal and professional growth
- Company wide engagement programmes that have employees’ wellbeing at heart and our Employee Assistance Programme
- Company provided Private Medical Plan
Company HQ
Clarksville, Austin, TX
Articles
Leadership
Ferruh Mavituna
(Strategic Advisor)Currently Board Member at Deepinfo. Previously Security Engineer at Portcullis Computer Security Ltd, Founder and Technical Manager at R87 Web Application Security Solutions and Security Consultant at Ebay.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 3 more jobs at Invicti