Channel Partner Growth Lead - Cybersecurity SaaS

Token Security; United States; On-site; USD 100,000 - 170,000; Full time

Job summary

Token Security is seeking a Channel Account Manager to own a portfolio of active partners and drive revenue through them. This role focuses on account mapping, rep-level engagement, and field execution across the Western U.S. in a fast-growing cybersecurity SaaS environment.

You will build and scale a regional channel program, recruit partners, and enable them with tools and training to win deals. Travel as needed in a dynamic startup setting.

Qualifications

• 4-7+ years in channel sales, BD, or alliances in cybersecurity, SaaS, or enterprise technology.
• Proven success building and scaling a channel program in startup or high-growth environments.
• Strong relationships with VARs, MSSPs, and other key players.
• Deep understanding of the identity security or cybersecurity market.
• Strong business acumen, negotiation skills, and builder mindset.
• Excellent communication and interpersonal skills.
• Thrives in zero-to-one environments with ownership and initiative.
• Deep understanding of partner dynamics: pipeline hygiene, deal registration, co-sell motions, and QBR cadences.
• Willingness to travel as needed.

Responsibilities

• Channel Strategy & Execution: Develop and execute a comprehensive regional channel strategy aligned with overall company goals.
• Partner Recruitment: Identify, recruit, and onboard high-potential channel partners across the Western U.S.
• Enablement & Training: Provide partners with the tools, knowledge, and support needed to successfully position and sell our solutions.
• Joint Go-to-Market Plans: Collaborate with partners to build and drive pipeline through joint marketing campaigns, events, and account mapping.
• Sales Support: Act as a trusted advisor in partner-led deals, supporting sales cycles alongside partners as needed.
• Performance Management: Set performance metrics and manage quarterly business reviews (QBRs) to evaluate partner effectiveness and drive continuous improvement.
• AI Agent & NHI Assessment: Enable partners to lead with Token’s AI risk assessment- converting assessment data into license commitments.
• Cross-Functional Collaboration: Work closely with sales, marketing, product, and customer success to ensure channel success.
• Market Feedback: Provide ongoing insight from the field to inform product development and positioning.

Skills

Channel sales

Business development

Alliances

Cybersecurity

SaaS

Negotiation

Communication

Entrepreneurial mindset

Job description

Token Security is seeking a Channel Account Manager to own a portfolio of active partners and drive revenue through them. This role focuses on account mapping, rep-level engagement, and field execution across the Western U.S. in a fast-growing cybersecurity SaaS environment.

You will build and scale a regional channel program, recruit partners, and enable them with tools and training to win deals. Travel as needed in a dynamic startup setting.