Channel Account Manager, East

Censys; New York, Washington (NY, District of Columbia); Remote; USD 175,000 - 259,000; Full time

Benefits offered by this job

Equity

Health, dental & vision

Retirement contribution

Parental leave

Mental health & wellness

Flexible PTO

Professional development stipend

Sales incentive pay

Annual bonus plan

Job summary

Censys is seeking a Channel Account Manager for the East US enterprise market. You will activate and grow a portfolio of channel partners, enabling joint sales motions and accelerating partner-led revenue.

Reporting to the VP of Strategic Alliances & Channel, you’ll map accounts, develop GTM plans, and collaborate with Enterprise sales, marketing, solutions engineering, and operations to expand partner-sourced opportunities across the Eastern US.

Qualifications

• 5+ years in channel sales or partner management with indirect sales success.
• Cybersecurity industry experience required, with VARs/distributors channel.
• Experience selling to enterprise customers in the Eastern US.
• Strong communication and stakeholder engagement across all levels.

Responsibilities

• Own and grow East US enterprise channel partners across sales, technical, and leadership teams.
• Drive partner-sourced pipeline and revenue with joint sales motions.
• Activate partners via mapping, enablement, and pipeline reviews.
• Develop and execute joint GTM plans including campaigns, events, and webinars.
• Collaborate with Enterprise sales, marketing, solutions engineering, product, legal, and operations to accelerate partner-led opportunities.
• Represent Censys at events and communicate partner performance and market opportunities.

Skills

Channel sales

Partner management

Cybersecurity

Enterprise sales

Relationship building

Job description

Remote, East Coast United States (NYC, DMV)

Company Background

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.With our Series D round and growth this year, it’s an exciting time to join a team that’s solving critical security problems. We’re looking for people who want to leave their mark on our culture, voice, and emerging industry.

The Role

As the Channel Account Manager, East US Enterprise, you’ll be responsible for activating, enabling, and expanding relationships with channel partners across the Eastern US enterprise market. Reporting to the VP of Strategic Alliances & Channel, your primary objective will be to accelerate revenue growth through Censys’ channel ecosystem.

You’ll own a portfolio of VARs and strategic channel partners, serving as a trusted partner and internal advocate. You’ll work closely with Censys’ Enterprise sales teams to identify opportunities, build partner-sourced pipeline, execute co-selling motions, and help partners confidently position Censys with enterprise customers.

This is a revenue-focused channel role. We have a strong partner ecosystem in place; your success will be measured by your ability to activate partners, create pipeline, and turn those relationships into productive, repeatable revenue channels.

What You’ll Do:

• Own and grow a portfolio of East US enterprise channel partners, building relationships across sales, technical, and leadership teams.
• Drive partner-sourced pipeline and revenue, partnering closely with Censys AEs on joint sales motions and strategic accounts.
• Activate partners through account mapping, enablement, joint prospecting, opportunity development, and pipeline reviews.
• Develop and execute joint GTM plans, including campaigns, events, webinars, and targeted enterprise sales plays.
• Identify and develop enterprise opportunities, helping partners position Censys early in the sales cycle and expand within existing accounts.
• Support partners through deal registration, procurement, and other channel processes to accelerate transactions.
• Collaborate with Enterprise sales, marketing, solutions engineering, product, legal, and operations to accelerate partner-led opportunities.
• Represent Censys at cybersecurity, enterprise, and channel events throughout the Eastern US, strengthening relationships across the technology ecosystem.
• Provide regular visibility into partner performance, pipeline, market opportunities, and regional channel strategy.

What You Bring:

• 5+ years of experience in channel sales or partner management role, with a proven track record of driving revenue through indirect sales motions.
• Cybersecurity industry experience required, with experience selling through VARs, distributors, or other channel partners.
• Experience working with enterprise customers and channel partners in the Eastern US market.
• Strong communication, collaboration, negotiation, and relationship-building skills, with the ability to engage stakeholders at all levels.
• Highly organized and self-directed, with the ability to manage multiple partners, opportunities, countries, and priorities in a fast-moving environment.
• Comfortable working across different cultures, markets, and time zones.
• Willingness to travel within for partner and company events.

Our on-target earnings (OTE) range for this role is between $175,000 USD and $259,000 USD + equity.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information.

• For US Employees: Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend.
• Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles.
• For employees located outside of the US, location-specific benefits are available, and the information pertaining to those will be provided to you during the interview process.

Identity Verification

As part of our hiring process, all candidates who receive an offer of employment will be asked to complete an identity verification through CLEAR.

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