Channel Account Manager

About the job

Company Description hy: (pronounced Hyah) combines expertise in HR consultancy, tech consultancy, and talent services to help organizations optimize technology and talent strategies for enhanced growth and success. Drawing from years of experience, hy: works across industries to support businesses in navigating a complex, modern environment. The company provides a range of tailored solutions, including HR on Demand, digitalization, CTO services, global competency centers, and leadership hiring. Role Overview: The Channel Account Manager (CAM) will be responsible for managing and growing revenue from transactional OEMs and emerging cybersecurity vendors through channel partners. The role focuses on partner enablement, pipeline acceleration, deal closure support, and OEM relationship execution. Key Responsibilities: OEM & Alliance Management: • Own revenue targets for assigned transactional and emerging OEMs. • Drive joint GTM planning with OEM channel teams. • Ensure pricing alignment, deal registration management, and partner coordination. • Track vendor rebates, back-end margins, and incentive programs. • Channel Partner Engagement • Identify, onboard, and activate regional channel partners. • Conduct enablement sessions (product positioning, pitch, pricing). • Drive quarterly business reviews (QBRs) with key partners. • Monitor partner pipeline hygiene and forecast accuracy. • Revenue & Pipeline Management • Build and manage a qualified sales pipeline. • Drive transactional deal velocity. • Support partners in customer meetings and closure strategy. • Maintain accurate CRM reporting. • Market Development • Identify growth segments (SME, mid-market, BFSI, Manufacturing, IT/ITeS). • Support regional demand generation activities. • Work with marketing for campaigns/webinars. • Commercial & Operational Governance • Manage RFQs, pricing approvals, and discount approvals. • Coordinate with pre-sales and technical teams. • Ensure timely order processing and partner payment tracking. Qualifications & Experience: • 5–8 years in cybersecurity channel sales / distribution / OEM alliance sales. • Strong understanding of transactional cybersecurity models. • Experience handling vendors.

Requirements

• Channel management
• Partner enablement
• Sales pipeline management
• Revenue growth

Qualifications

• 5–8 years in cybersecurity channel sales

Preferred Technologies

• Channel management
• Partner enablement
• Sales pipeline management
• Revenue growth

About the company

hy: combines expertise in HR consultancy, tech consultancy, and talent services to help organizations optimize technology and talent strategies for enhanced growth and success. Drawing from years of experience, hy: works across industries to support businesses in navigating a complex, modern environment. The company provides a range of tailored solutions, including HR on Demand, digitalization, CTO services, global competency centers, and leadership hiring.