West Channel Account Leader — Build & Activate Partners

Linx Security; California; On-site; USD 120,000 - 180,000; Full time

Job summary

Linx Security is seeking its first Channel Account Manager to own the partner ecosystem in the West. You will source, enable, and activate VARs and boutique integrators, and serve as the field face for Linx.

This road role emphasizes in-person relationship building—QBRs, SKOs, partner events, and executive dinners—driving go-to-market strategy with leadership and budget authority to shape Linx's channel program long term.

Qualifications

• 5+ years in channel sales or partner management in cybersecurity or enterprise SaaS.
• Existing relationships with VARs and boutique security integrators in the West.
• Knowledge of IGA, IAM, or related identity security programs.

Responsibilities

• Build and manage a portfolio of West region partners, focusing on VARs and boutique integrators.
• Source new partners from first conversation to active pipeline.
• Enable partner sellers, architects, and engineers to articulate Linx's IGA category.
• Co-sell with partner reps on qualified opportunities.
• Own joint account planning and target account mapping.
• Collaborate with field marketing on partner events and campaigns.
• Track partner-sourced pipeline, revenue contribution, and activation metrics.

Skills

Channel sales

Partner management

Business development

Relationship building

Job description

We're hiring our first Channel Account Managers to own the partner ecosystem in region.

This isn't a role for someone who wants to run a playbook. It's for someone who wants to write one.

You'll be the face of Linx in the field — sourcing, enabling, and activating VARs and boutique integrators across the West. This is a road role: QBRs, partner SKOs, executive dinners, whiteboard sessions with IAM practice leads. Building relationships in person is how this job gets done.

The channel program at Linx is being built from scratch. The person who takes this role will have a direct line to leadership, real budget authority, and the opportunity to shape how we go to market through partners for years to come.

What you’ll do:

• Build and manage a portfolio of West region partners — depth in VARs and boutique security integrators
• Source new partners and bring them from first conversation to active pipeline contribution
• Enable partner sellers, architects and technical engineers to speak credibly about Linx and the IGA category
• Co-sell alongside partner reps on qualified opportunities through close
• Own joint account planning — mapping coverage, surfacing whitespace, coordinating on target accounts
• Work with field marketing on partner events, campaigns, and incentive programs
• Track partner-sourced pipeline, revenue contribution, and activation metrics
  
  

Requirements:

What you’ll bring:

• 5+ years in channel sales or partner management — ideally in cybersecurity, identity, or enterprise SaaS
• Existing relationships with key VARs and security boutiques in the West (GuidePoint, Optiv, AHEAD, or similar)
• Fluency in identity — IGA, PAM, IAM — or a track record selling into enterprise security programs
• Startup or high-growth experience; you operate without a fully-built support structure
• Bias for showing up in person, not dialing in
• Strong commercial instincts: partner fit assessment, accurate forecasting, joint selling dynamics