Channel Account Manager

Salt Security; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

Salt Security, a leader in API security, seeks a Regional Channel Account Manager for the U.S. East. The role focuses on expanding Salt’s partner ecosystem, driving channel-driven revenue, and coordinating with alliances to enable go-to-market motions.

Remote-based with preference for proximity to NYC; travel 30–50% expected. You will build relationships with resellers, engage alliance partners, and drive pipeline through joint initiatives while collaborating with sales, marketing, product and

Qualifications

• 4+ years of Channel Sales experience with a cybersecurity vendor.
• Existing relationships with security VARs in the Eastern region.
• Experience with AWS co-sell and CrowdStrike knowledge valued.
• Proven ability to build and maintain strategic partnerships driving revenue.

Responsibilities

• Strengthen and enable partnerships with resellers in the East Region.
• Engage alliance partners and drive joint business plans and enablement.
• Travel 30-50% within the U.S. East Region to develop pipeline.
• Collaborate cross-functionally with sales, marketing, product and CS teams.
• Negotiate agreements and ensure policy and legal compliance.

Skills

Channel Sales

Cybersecurity knowledge

Negotiation

Relationship building

Remote work

Travel readiness

Education

Bachelor’s degree in Business or CS

Tools

SFDC

G-Suite

Office

Partner management platforms

Job description

Salt Security is the original API Security vendor pioneering the market as the first vendor in 2018. Since then we have exhibited hyper-growth in a number of customers, threats stopped, and revenue. We saw API security as the security battleground of the future years ago as APIs started to form the foundation of the application innovation needed to drive business success today. Across banks, retail and transportation, IoT, autonomous vehicles, and smart cities, every modern app depends on APIs. Attackers realize APIs are the conduits to all sorts of valuable data and services – within the year, APIs are predicted to be the number one application threat vector. Without secure APIs, businesses cannot rapidly innovate. Salt Security has delivered the only patented solution to discover all APIs and their exposed data, stop API attackers, and provide remediation details for dev teams to write more secure APIs.

At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.

Job Title: Regional Channel Account Manager – U.S. East

Location:

Remote (U.S. East Region, NYC a plus)

About the Role:

We are seeking a dynamic and results-driven, Channel Account Manager to drive growth and success of Salt’s API Security Solutions via our strategic partner ecosystem in the U.S. East Region. The ideal candidate will have knowledge of Cybersecurity and experience in Channel development, business development and enablement, with a strong ability to develop pipeline and execute partner strategies that align with business objectives.

Key Responsibilities:

• Channel Development & Activation: Strengthen and enable existing partnerships with key resellers across the East Region. Build and develop enduring relationships and pipeline with Cybersecurity Channel partners to drive mutual business growth. Demonstrated track record of partnerships with the likes of GuidePoint Security, Optiv, WWT, Defy, Trace3, Myriad360, Consortium, SHI, and CDW.
• Alliance Partner Engagement: Work closely with field sales and the Alliances Manager to engage Salt’s alliance partners in opportunities. Alliance partners include CrowdStrike, AWS & Kong.
• Business Growth & Sales Enablement: Regular travel and engagement with partners to drive ecosystem growth with Partners. Deliver on events and go-to-market strategies, joint business plans, and technical enablement. Measured on net new growth with channel and alliance partner generated opportunities and revenue.
• Cross-Functional Collaboration: Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration, enablement and success.
• Market Insights & Competitive Analysis: Stay informed about industry trends, competitor activities, and emerging market opportunities to refine partner strategies.
• Contract Negotiations & Compliance: Support partnership agreements, ensuring compliance with company policies and legal requirements.
• Training & Enablement: Deliver ongoing partner training and enablement programs to ensure partners are equipped with the right resources and knowledge.

Qualifications:

• 4+ years of Channel Sales experience with a cybersecurity vendor.
• Existing relationships and experience with security VARs in the Eastern region.
• AWS co-sell experience and Crowdstrike knowledge valued
• Proven ability to build and maintain strategic partnerships that drive revenue growth.
• Strong negotiation, communication, and relationship-building skills.
• Track record of being a self-starter working remotely and collaboratively in a fast-paced environment.
• Experience in cybersecurity, technology, SaaS, or cloud-based solutions.
• Proficiency in SFDC, G-Suite, Office and partner management platforms.
• Location: Remote (U.S. East Region, NYC a plus) Ideally no more than 2 hrs from NYC.
• Willingness to travel 30-50% within the U.S. East Region.
• Bachelor’s degree in Business, Computer Science or a related field a plus.

Why Join Us?

• API Security is being fueled by AI and Salt is a pioneer in a unique position to capitalize
• Our customers and Partners are household names
• Opportunity to work with a dynamic and growing team.
• Competitive salary and performance-based incentives.
• A collaborative and innovative work environment with opportunities for career growth.