Channel Account Manager, Public Sector

Remote (Washington, D.C.)

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Discover and solve cybersecurity, compliance and risk management challenges. Instantly rate and understand any company's security risk with SecurityScorecard.

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About SecurityScorecard:

Funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV, Riverwood Capital, and others with over $290 million in funding, SecurityScorecard is the global leader in cybersecurity ratings and the only service with over 2M+ companies continuously rated. Founded in 2013 by security and risk experts Dr. Aleksandr Yampolskiy and Sam Kassoumeh, SecurityScorecard’s patented rating technology is used by over 16,000 organizations for enterprise risk management, third-party risk management, board reporting, due diligence, and cyber insurance underwriting. This is done by measuring your and your vendors' cyber-health by assigning a security rating of "A" through "F" based on outside-in, non-intrusive data. SecurityScorecard continues to make the world a safer place by transforming the way companies understand, improve and communicate cybersecurity risk to their boards, employees, and vendors. 

SecurityScorecard is headquartered in NYC with over 400+ employees globally. Our culture has helped us be recognized by Inc Magazine as a "Best Workplace," "Best Places to Work in NYC" by Crain's NY, and one of the 10 hottest SaaS startups in NY for two years in a row. 

About the role:

SecurityScorecard’s channel business has been growing 50% year over year since we started our channel program. Given this growth, we’re seeking a Channel Account Manager, who is excited at the prospect of leveraging their security, technology, and channel background, to expand upon the best channel program available for this critical route to market.

The Public Sector Channel Account Manager must have deep connections to the top Value-Added Resellers and Managed Security Service Providers in the U.S. Public Sector Market. 

The Channel Manager for Public Sector will play a critical role in driving SecurityScorecard’s revenue growth by recruiting and cultivating strategic partnerships, while managing new and existing channel routes to market. The Channel Manager will lead and coordinate partner recruitment, enablement and field engagement activities as well as contribute to internal partner program management to ensure cross-functional readiness.

This position is based out of Washington, DC but may require up to 50% travel within the region.

Essential responsibilities include:

  • Drive incremental revenue opportunities with partners: Identify and develop successful long-term opportunities alongside partners to grow new business for SecurityScorecard
  • Qualify & recruit Managed Security Solution Providers, VARs and Distributors across region
  • Develop partners through training to enable them to achieve the most commercially suitable level of Partner program accreditation
  • Facilitate strategic marketing activities tied to the business's goals in Public Sector w/ a clear ROI
  • Facilitate relationships between the SecurityScorecard field sales team and the key partner sales and technical teams to ensure that account mapping is completed, and joint account plans are developed.
  • Facilitate relationships between the SecurityScorecard field sales management team and the key partner management for executive alignment and KPI measurements
  • Jointly develop partner business plans and review monthly against agreed targets.
  • Ensure close liaison with all relevant business functions within SecurityScorecard to the best customer experience through our channel
  • Work closely with partners to qualify and understand prospect security priorities and provide compelling presentations of SecurityScorecard solutions
  • Manage demonstrations and evaluations of SSC offerings to and through our PS partners along w/ SSC Systems Engineer.
  • Collaborate w/ GM/VP of SSC Public Sector on implementing a successful Public Sector distribution strategy
  • Coordinate key GWAC contract assignment to enable maximum coverage for SSC channel 
  • Implement and govern SSC Channel/Distribution program pricing to and through distribution ensuring strict adherence to program guidelines and partner adherence for profitability and program integrity
  • Manage any and all SSC Public Sector GWAC contract pricing w/ SSC Sales Operations team
  • Develop, Implement, Optimize and sustain strategic OEM partnership with Tenable Security and future alliance partners.
  • Develop, Implement, Optimize Sales Enablement Strategy for Select SSC channel partners in U.S. Federal 
  • Develop, Implement and Optimize Strategy for partnering with select PS Systems Integrators
  • Coordinate and Lead Key U.S. Federal program capture strategies to and through select U.S. Federal Systems Integrators in conjunction with Field Sales teams
  • Fully conceptualize and evangelize SecurityScorecard value proposition to VAR, OEM, FSI, Security ecosystem and be the lead strategist for partnering to maximize customer success through identified routes to market
  • Develop repeatable process to Recruit, Qualify, Validate, Grow and Retain key VAR contribution for SecurityScorecard Public Sector sales team
  • Deliver updates on key channel resale program, program capture, VAR Pipeline growth to U.S. PS Vice President of sales on a monthly basis
  • Plan, Coordinate and successfully execute account mapping program with Key Federal VAR’s, OEM’s, FSI and MSSP partners.

Basic qualifications:

  • Must be local to Baltimore /Washington, DC Metropolitan Market
  • Must currently hold, have held or prove eligibility to obtain certificate of trust and or secret level U.S. Federal clearance
  • 7+ years channel management experience with connections to security resellers in U.S. Public Sector
  • 7+ years experience selling security software and SaaS U.S. Public Sector
  • Demonstrated history of exceeding booking and revenue targets
  • Comfortable calling on and presenting to senior level executives
  • Comfortable presenting to large customer, partner, industry audiences promoting and representing SecurityScorecard’s value proposition

Additional qualifications:

  • Highly effective presentation and closing skills
  • Strong time management, organizational and decision-making skills
  • High-energy self-starter with the drive and aptitude to work independently and as part of a team delivering on Key Performance Indicators set by U.S. Public Sector VP/GM 
  • Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company
  • BA/BS or equivalent combination of education and experience
  • Fluent in English with excellent spoken and written skills, additional languages highly desirable


We offer a competitive salary, stock options, a comprehensive benefits package, including health and dental insurance, unlimited PTO, parental leave, tuition reimbursements, and much more!

SecurityScorecard embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skillsets, ideas, and perspectives. We make hiring decisions based upon merit and do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.

Job region(s): North America
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