Senior Channel Account Manager

nozominetworks; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

Nozomi Networks is seeking a Senior Channel Account Manager to expand a high-impact partner ecosystem across the United States, including VARs, distributors, MSSPs, and public sector allies. This role reports to the VP, Global Channel and collaborates closely with sales leadership to drive demand and position our OT/IoT cybersecurity platform.

You will own a focused partner portfolio, develop joint business plans, and enable partners to generate their own pipeline while aligning on services

Qualifications

• Significant channel sales experience in cybersecurity, infrastructure, or enterprise software.
• Proven ability to build and scale partner ecosystems across NA.
• Existing relationships with North American security channel partners and public sector entities.

Responsibilities

• Own a defined focus partner portfolio across VARs, distributors, and MSSPs with joint business plans.
• Develop partners into self-sufficient units with independent lead generation and service delivery capabilities.
• Perform disciplined account mapping between partners and PODs to drive coordinated, high-impact opportunities.
• Grow managed and professional services partners into recurring revenue streams and collaborate on coverage and compensation with Sales leaders.
• Generate incremental partner-sourced pipeline and bookings with clear attribution.
• Support deals by bringing the right partner at the right time and maintaining deal economics.

Skills

Channel sales

Partner relationships

Public sector exposure

Job description

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity.

We defend some of the world's largest organizations and critical infrastructure in more than 68 countries and we're just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure.

Nozomi Networks is hiring a Senior Channel Account Manager covering a number of regions in the US, together with public sector, civilian, defense and SLED partners. Reporting to our VP, Global Channel whilst partnering daily with the VP of Sales and Regional Sales Directors, this role is focused on developing a high-impact partner ecosystem that can independently generate demand, position our solutions, and deliver services at scale. You'll drive growth across commercial and public sector markets, creating deeper partner engagement, accelerating partner-sourced revenue, and helping transform how we go to market through the channel.

If you're energized by building capability, driving measurable outcomes, and creating lasting impact in a high-growth environment, we'd love to hear from you.

In this role, you will:

• Own a focus partner portfolio. Take ownership of a defined set of focus partners across VARs, distributors, and MSSPs, and driving each toward a documented joint business plan with named accounts, committed pipeline, and quarterly milestones.
• Make partners self-sufficient. Move focus partners from Nozomi-dependent to Nozomi-capable: independent lead generation, credible technical positioning, and delivery of their own services practice on our platform.
• Run disciplined account mapping. Drive top-down account mapping between focus partners and each POD, resulting in a small number of jointly pursued accounts per POD rather than long, inactive target lists.
• Develop the services and MSSP motion. Grow managed and professional services partners into a repeatable, recurring revenue stream, and partner with Sales leadership on the coverage and compensation questions that arise when a service provider sells across POD boundaries.
• Generate incremental pipeline. Exceed quarterly partner-sourced pipeline and bookings targets, with clear distinction between what the channel sourced versus what it influenced.
• Support the field in the deal. Bring the right partner into the right opportunity at the right time, protect deal economics, and manage channel conflict proactively so partner involvement accelerates deals rather than complicating them.
• Own the channel path. Ensure deal registrations, transacting partners, and channel path data are accurate and complete before deals close. Partner attribution must be trustworthy for this function to earn continued investment.
• Report in the language of the business. Deliver per-partner metrics and a clear focus partner readout into POD QBRs, Americas business reviews and global channel reporting - demonstrating progress achieved, not plans proposed.
• Recruit selectively. Add partners only where there is a coverage, vertical, or capability gap that no current partner can fill. Prioritize depth over breadth.
• Manage distribution . Partner with commercial and public sector distributors to drive partner recruitment, enablement throughput, and clean transaction flow.
• Run enablement that sticks . Own sales and technical enablement plans for your partners, track certification and competency levels, and tie enablement directly to pipeline outcomes.
• Partner with Marketing. Build and execute joint campaigns, demand generation, and event programs with measurable pipeline impact, including MDF planning and ROI reporting.
• Represent Nozomi externally. Attend partner summits, industry trade shows, and OT/IT security conferences, staying current on OT, IoT and CPS security trends and the competitive landscape.
• Other duties as assigned by the Head of WW Channel. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

To be successful in this opportunity, you will have:

• Significant channel sales experience at a cybersecurity, infrastructure or enterprise software vendor, with a consistent record of exceeding partner-sourced pipeline and bookings targets in North America.
• Proven experience building a partner from low productivity into a material revenue contributor, with the ability to articulate specifically how you did it.
• Existing, current relationships across the North American security channel: national and regional VARs, security-focused solution providers, distributors, and global or regional system integrators.
• Experience with the US federal and , SLED , or Canadian public sector channel, including public sector distribution and FSI's and contract vehicles is desirable but not essential.
• Working knowledge of OT, ICT and critical infrastructur