Channel Account Manager, DIB/MSSP

Ladders; United States; Remote; USD 215,000 - 235,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

Parental leave

Life and disability insurance

401(k) plan with employer-matching

Performance bonuses based on company‑b

Job summary

Ladders is seeking a Channel Account Manager, DIB/MSSP to join its team in a remote capacity. This role focuses on building and scaling channel partnerships across the defense industrial base and managed security services ecosystem.

You will own partner acquisition, activation, and early revenue generation while helping partners position the company's solutions. The role requires relationship-building, knowledge of compliance-driven security needs, and the ability to drive measurable pipeline.

Qualifications

• 5+ years in channel sales or partner management in cybersecurity, infrastructure, or SaaS
• Experience building a defense industrial base-focused MSP or MSSP partner program
• Proven track record of recruiting and activating MSP or MSSP partners
• Established relationships within MSP/MSSP or CMMC practitioner ecosystem
• Knowledge of CMMC 2.0 and NIST SP 800-171 compliance
• Experience managing partner-sourced revenue numbers
• Familiarity with enablement materials and partner portals

Responsibilities

• Own annual targets for new MSSP, MSP, RPO, and C3PAO partners
• Source partners through outbound efforts and industry events
• Understand partners' motivations for adopting the company's solutions
• Qualify partners based on their client base and willingness to sell
• Guide new partners to their first transaction within a defined timeline
• Develop and manage the partner certification path
• Prepare partner sellers to effectively position the company's offerings

Skills

Channel sales

Partner management

Cybersecurity

MSP/MSSP knowledge

Tools

Salesforce

CRM

Job description

For our client, we are seeking a Channel Account Manager, DIB/MSSP to join the team of a leader in the Information Technology space.

This remote sales role will focus on building and scaling channel partnerships across the defense industrial base and managed security services ecosystem. You will own partner acquisition, activation, and early revenue generation while helping new partners understand how to position the company's solutions effectively. The role requires strong relationship-building skills, a working knowledge of compliance-driven security needs, and the ability to turn partner recruitment efforts into measurable pipeline and sales outcomes.

Location: Remote

Compensation: $215,000 – $235,000 annually

Responsibilities

• Own annual targets for new MSSP, MSP, RPO, and C3PAO partners
• Source partners through outbound efforts and industry events
• Understand partners' motivations for adopting the company's solutions
• Qualify partners based on their client base and willingness to sell
• Guide new partners to their first transaction within a defined timeline
• Develop and manage the partner certification path
• Prepare partner sellers to effectively position the company's offerings

Qualifications

• 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor
• Experience building a defense industrial base-focused MSP or MSSP partner program
• Proven track record of recruiting and activating MSP or MSSP partners
• Established relationships within the MSP, MSSP, or CMMC practitioner ecosystem
• Knowledge of CMMC 2.0 and NIST SP 800-171 compliance
• Experience managing partner-sourced revenue numbers
• Familiarity with enablement materials and partner portals

Benefits

• Medical, dental, and vision insurance
• Parental leave
• Life and disability insurance
• 401(k) plan with employer-matching contributions
• Performance bonuses based on company-wide performance
• Investment in employee development and tools

Our client is an equal opportunity employer. We encourage you to apply even if you don’t meet every qualification—your background could be exactly what this team needs.