Channel Account Manager (Cybersecurity)

Cybersecurity Jobs; Culver City (CA); On-site; USD 90,000 - 110,000; Full time

Benefits offered by this job

PTO & holidays

Parental leave

Training reimbursement

401(k) and retirement plans

Health/dental/vision plans

Incentive rewards

Job summary

DOT Security is seeking a Channel Account Manager to drive new business growth through direct sales and by developing channel partner relationships in the upper SMB market. The role focuses on building a healthy pipeline, preparing quotes and proposals, and coordinating with internal stakeholders to move deals forward.

You will recruit and onboard channel partners like MSPs and VARs, nurture existing partners, deliver accurate quotes, and present proposals to prospects while traveling as needed.

Qualifications

• Experience selling cybersecurity or related IT services.
• Ability to build and manage a sales pipeline from prospecting to close.
• Strong relationship-building with partners and clients.
• Comfort presenting technical concepts to non-technical audiences.
• Ability to work independently and with internal teams.
• Excellent communication and organizational skills.
• Familiarity with XDR/EDR, MDR and vulnerability management.
• Willingness to travel for partner events.

Responsibilities

• Prospect and qualify new SMB opportunities for direct sales.
• Build and advance a pipeline of direct and partner opportunities.
• Recruit and onboard channel partners such as MSPs, VARs, brokers.
• Develop quotes and proposals for prospects and partners.
• Coordinate with sales engineering, service delivery, and marketing.
• Track opportunities and partner activity in PSA/CRM.
• Represent DOT Security at events while traveling.
• Prepare documentation for complex technical concepts.

Skills

Cybersecurity sales

Team collaboration

Relationship building

Sales pipeline

Organizational skills

Deal management

Cybersecurity concepts

Adaptability

Professional communication

IT assets security

Presentation skills

Tools

PSA/CRM

XDR/EDR

MDR

Vulnerability management

Compliance frameworks

Monitoring and hardening

Job description

DOT Security is seeking a Channel Account Manager to drive new business growth through direct sales prospecting in the upper SMB market and by developing and managing channel partner relationships. The role focuses on building an opportunity pipeline, preparing quotes and proposals, and coordinating with internal stakeholders to support deal progression.

Key Responsibilities

• Prospect and qualify new business opportunities in the upper SMB market for direct sales
• Build, manage, and advance a pipeline of both direct and partner-sourced opportunities
• Identify, recruit, and onboard new channel partners, including MSPs, VARs, brokers, and other referral sources
• Cultivate and grow relationships with existing channel partners to increase recurring referral volume
• Develop accurate, well-scoped quotes for prospects and partners
• Prepare and present proposals to prospects, clients, and partner stakeholders
• Coordinate with sales engineering, service delivery, and marketing to support deal progression
• Track and manage opportunities and partner activity in the PSA/CRM system
• Represent DOT Security at partner and industry events while traveling
• Complete work according to priority, follow through as promised, and set expectations
• Contribute to and perform new and existing plans, instructions, and procedures
• Demonstrate active listening and critical thinking, and comprehend received information
• Interpret and understand complex and evolving concepts in a dynamic, fast-paced environment
• Maintain awareness of technology advancements and their cybersecurity implications
• Understand and present technical concepts to non-technical audiences
• Prepare documentation and communications for complex technical concepts, incidents, problems, and events

Required Qualifications

• Proven experience selling cybersecurity, managed IT, or related technical services
• Collaborative approach to working across internal teams and with external partners
• Strong relationship-building skills with prospects and channel partners
• Sales-focused mindset with experience managing a pipeline from prospecting through close
• Strong organizational skills to manage multiple concurrent deals, quotes, and partner relationships
• Comfort running a deal independently from first contact through signed agreement
• Working knowledge of core cybersecurity concepts and terminology, including XDR/EDR, MDR, vulnerability management, and compliance frameworks
• Ability to work independently and as part of a team
• Adaptability when data is incomplete or when no precedent exists
• Clear, professional, and concise communication using technology, tools, and workspaces
• Critical thinking, customer service skills, and a passion for cybersecurity
• Knowledge of IT assets (apps/data/devices/networks/users) and related security concepts such as monitoring and hardening
• Ability to prepare and deliver reports, plans, and briefings using presentation technology

Relevant Technologies

• PSA/CRM
• XDR/EDR
• MDR
• Vulnerability management
• Compliance frameworks
• IT assets (apps/data/devices/networks/users)
• Monitoring and hardening

Compensation

The compensation range for this role is $90,000 - $110,000 per year. Actual compensation packages are determined based on factors including skill set, experience and training, licensures and/or certifications, and other organizational needs. DOT Security may offer applicable incentive compensation plans depending on role and/or department. Full compensation details will be discussed with an Impact Talent Acquisition team member at the start of the interview process.

Benefits

• Time off: up to 20 days of PTO, 7 paid sick days, and 12+ paid holidays, plus Paid Parental Leave
• Development and growth opportunities with ongoing training and continued education reimbursement
• 401(K) and retirement plans with complimentary financial advisory services
• Comprehensive health, disability, life, dental, and vision plans
• Incentive rewards including gift card or custom menswear and check-based incentive rewards

Work Authorization & Immigration Sponsorship

• Candidates must be authorized to work in the United States at the time of application
• Immigration sponsorship may be considered in select cases based on business need, cost, workforce planning, and applicable government requirements
• Impact does not guarantee sponsorship for any visa category and may decline certain petitions based on associated costs or regulatory requirements
• Certain positions may involve access to information subject to U.S. export control laws and regulations, including ITAR and EAR
• Where required by applicable law, individuals in such positions must qualify as a "U.S. Person" or be eligible to obtain required government authorizations

Recruitment Communications Notice

All recruiting operations for DOT Security are managed by the Impact Networking Talent Acquisition Team. Candidates should expect recruitment-related communications, including application updates, interview scheduling, requests for information, and offer discussions, to come from members of the Impact Talent Acquisition team.

Location

Culver City, CA (onsite)