Channel Account Director (Western US)

Openkrill; United States; Remote; USD 160,000 - 190,000; Full time

Job summary

Anomali in Silicon Valley is seeking a Channel Account Director to execute GTM strategy for channel partners in the Western US, selling an advanced network security solution that transforms data into actionable intelligence.

You will build executive relationships, create joint offers, and drive the partner sales program, collaborating with field sales, marketing and success teams to close complex deals that deliver measurable security outcomes for customers.

Qualifications

• 10+ years of sales experience with enterprise software.
• Proven success with resellers and MSSPs.
• Experience in SIEM, Big Data, Cloud or Threat Intelligence.
• SaaS security sales experience with security/data analytics preferred.

Responsibilities

• Lead structured GTM for national channel partners.
• Establish executive relationships and governance to drive business rhythm.
• Create joint offers aligned with client challenges and markets.
• Drive partner sales strategy to grow net new business.
• Collaborate with products, marketing and enablement teams.
• Shaping and managing complex, high-value deals with partners.
• Coordinate with Field Sales, Legal, Marketing and Success teams.

Skills

Sales leadership

Channel partnerships

Negotiation

SaaS security

Enterprise sales

Territory development

Education

Bachelor's degree

Tools

Salesforce

Microsoft Office

Job description

Company Description

Anomali, headquartered in Silicon Valley, delivers the first Intelligence-Native Agentic SOC Platform - unifying a security data lake, the world's largest IOC repository, threat intelligence, and agentic AI into a single modern experience. The platform accelerates detection, investigation, and response, delivering earlier insights, faster action, and scalable modernization across any environment.

Whether augmenting existing tools or delivering complete SOC capabilities end-to-end, Anomali empowers security teams to operate faster, smarter, and with confidence.

Beyond Detecting. Start Deciding. Start Acting.

Learn more at www.anomali.com

Job Description

This Channel Account Director is responsible for executing our GTM and strategy for channel partners and in their defined territory. We're growing quickly and seek a seasoned, high-energy, and driven senior channel manager/director with strong knowledge of and experience with: Security Analytics, SIEM partners, SOC operations, and / or enterprise-wide security software technologies. We're seeking someone experienced in complex selling situations to both very technical partners as well as senior partner leadership and other decision makers. The candidate will be selling an advanced network security solution that empowers organizations to solve mission critical security problems by transforming data assets into actionable intelligence.

Initial Territory: Wester US (West of the Rockies).

Key Responsibilities

• Lead and build out a structured GTM business for strategic national channel partners.
• Establish executive relationships and drive regular partnership governance to establish a rhythm of the business operating model
• Responsible for leading the creation of joint offers that are aligned with key client challenges and significant markets for both Anomali and the channel partners
• Create and drive the partner sales strategy and overall GTM, with a focus on growing net new business
• Understand investments needed from products, marketing and enablement to drive these investments from inception through execution
• Experience selling with national partners including but not limited to Optiv, Guidepoint, Trace3 and others
• Work with the direct sales teams to manage sales efforts typically focused around the sale of enterprise security solutions and shaping sophisticated/complex deals
• Manage sales efforts, shaping sophisticated/complex deals that match client needs to joint Anomali and partner solutions
• Partner with Anomali Field Sales, Customer Success, Sales Operations, Legal, Marketing and other internal organizations

Qualifications

• 10+ years of sales related experience, with a minimum of 2 years selling Security software and exceeding quotas
• Bachelor's degree preferred
• Demonstrated success in working with Resellers / Distributors / SIs / MSSPs in a sales or business development capacity
• Experience in SIEM, Big Data, Cloud or Threat Intelligence required.
• Full life cycle solution-selling. Experience with SaaS Security to include SIEM products required and security/data analytics preferred
• Deep working relationships with the Security Channel Partners and Regional SIs
• Expertise in activating, enabling and optimizing MSSP relationships.
• A rolodex and flawless reputation with partners in the assigned territory
• Strong ethics, self-directed and resourcefulness
• Ability to thrive in a fast moving, dynamic environment.
• Strong written and verbal communications skills.
• Strong negotiation skills.
• Positive attitude, ambitious, and a passion for building a valuable business.
• Technically savvy with strength in communicating business value.
• Strength in working in small teams as well as independently
• Expertise in nurturing and building relationships.
• Working knowledge of Salesforce & Microsoft Office Suite.
• Willing to travel 30-40%
• Must be located within the territory (Western US - West of the Rockies)
• This position is not eligible for employee visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US.

Equal Opportunities Monitoring

It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, religion, sex, age or sexual orientation. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.

Compensation Transparency

$160,000 - $190,000 USD

Please note that the annual base salary range is a guideline and, for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as, knowledge, skills and experience of the candidate. In addition to base pay, this position is eligible for benefits, and may be eligible for a bonus and/or equity.