Channel Account Manager (Cybersecurity)

DOT Security; Lake Forest (IL); On-site; USD 90,000 - 130,000; Full time

Job summary

DOT Security is seeking a Channel & Business Development Executive to drive new business growth in the upper SMB market and expand through channel partners. You will build and manage a pipeline, prepare quotes and proposals, and coordinate with sales engineering, service delivery, and marketing to progress deals.

You will recruit and onboard channel partners, nurture partner relationships, and represent DOT Security at events.

Qualifications

• Proven experience selling cybersecurity, managed IT, or related technical services
• Collaborative approach to working across internal teams and external partners
• Strong relationship-building skills with both 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, & partner relationships
• Comfortable running a deal independently from first contact to signed agreement
• Working knowledge of core cybersecurity concepts & terminology sufficient to credibly represent DOT's service portfolio
• Ability to work independently & as part of a team
• Adaptability to situations in which data is incomplete or where no precedent exists
• Communicate & collaborate in a clear, professional, & concise manner using technology, tools, & workspaces
• Critical thinking, customer service skills, & passion for cybersecurity
• Documenting & communicating complex technical concepts, incidents, problems, & events
• Knowledge of IT assets & related security concepts (monitoring/hardening)
• Preparation & delivery of reports, plans, & briefings using presentation technology

Responsibilities

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

Skills

Cybersecurity sales

Channel partner management

Sales pipeline management

Relationship building

Direct and channel sales

Communication skills

Technical storytelling

Tools

CRM system

Job description

Built on Trust. Driven by Protection.

DOT Security exists because businesses deserve a cybersecurity partner they can trust. As cyber threats became more sophisticated and disruptive, organizations needed more than technology; they needed experts who could help protect their people, operations, and livelihoods. Born from Impact Networking during a time when that need was rapidly growing, DOT Security was created to deliver a more proactive, personalized approach to cybersecurity.

What makes DOT special is that we've never lost sight of why we started. We exist to help organizations operate with confidence, while investing in talented people who are passionate about solving complex challenges and protecting what matters most. We've built something special, but we're far from finished. The people who join DOT today will help define what comes next.

Job Overview

DOT is seeking to fill the role of Channel & Business Development Executive. This role drives new business growth through direct sales prospecting in the upper SMB market and through the development and management of channel partner relationships. You will build and manage a pipeline of opportunities, prepare and deliver quotes and proposals, and work to expand DOT's market reach through both direct engagement and partner-sourced business.

Responsibilities

• Prospect and qualify new business opportunities in the upper SMB market for direct sales

• Build, manage, & advance a pipeline of direct and partner-sourced opportunities

• Identify, recruit, & onboard new channel partners (MSPs, VARs, brokers, & other referral sources)

• Cultivate & grow relationships with existing channel partners to drive recurring referral volume

• Build accurate, well-scoped quotes for prospects and partners

• Prepare & present proposals to prospects, clients, and partner stakeholders

• Coordinate with sales engineering, service delivery, & marketing to support deal progression

• Track & manage opportunities and partner activity in the PSA/CRM system

• Represent DOT Security at partner & industry events while traveling

• Complete work based on priority, follow through as promised, & set expectations

• Contribute to & perform both new & pre-existing plans, instructions, & procedures

• Demonstrate active listening & critical thinking skills & comprehend received information

• Interpret & understand complex & evolving concepts in a dynamic, fast-paced environment

• Maintain awareness of technology advancements & their cybersecurity implications

• Understand & present technical concepts to non-technical audiences

Qualifications & Experience

• Proven experience selling cybersecurity, managed IT, or related technical services

• Collaborative approach to working across internal teams and external partners

• Strong relationship-building skills with both 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, & partner relationships

• Comfortable running a deal independently from first contact to signed agreement

• Working knowledge of core cybersecurity concepts & terminology (XDR/EDR, MDR, vulnerability management, compliance frameworks) sufficient to credibly represent DOT's service portfolio

• Ability to work independently & as part of a team

• Adaptability to situations in which data is incomplete or where no precedent exists

• Communicate & collaborate in a clear, professional, & concise manner using technology, tools, & workspaces

• Critical thinking, customer service skills, & passion for cybersecurity

• Documenting & communicating complex technical concepts, incidents, problems, & events

• Knowledge of IT assets (apps/data/devices/networks/users) & related security concepts (monitoring/hardening)

• Preparation & delivery of reports, plans, & briefings using presentation technology

Compensation

Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skillset, 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 can and will be discussed with an Impact Talent Acquisition team member at the start of the interview process.

Benefits We Take Pride In

• 5-year Tiffany & Co. Gift Card or Custom Menswear, 10-year Custom Rolex, 20-year $20,000 Check incentive rewards

• Valuable time off with up to 20 days of PTO, 7 Paid Sick Days, 12+ paid holidays, and Paid Parental Leave

• Development and growth opportunities with on-going training & continued education reimbursement

• 401(K) & retirement plans with complimentary financial advisory services

• Comprehensive health, disability, life, dental, and vision plans

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 within DOT Security may involve access to information, technology, software, or technical data that is subject to U.S. export control laws and regulations, including the International Traffic in Arms Regulations (ITAR) and the Export Administration Regulations (EAR). Where required by applicable law based on the nature of the role, individuals in such positions must qualify as a “U.S. Person,” as defined by law, or otherwise be eligible to obtain any required government authorizations.

Recruitment Communications Notice

Please Note: All recruiting operations for DOT Security are managed by the Impact Networking Talent Acquisition Team. As a result, 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.

We appreciate your interest in DOT Security and look forward to getting to know you.