Job description

Make Your Mark

Cymulate’s Continuous Security Validation enables companies to challenge, assess and optimize their cyber-security posture against the evolving cyberthreat landscape, simply and continuously.

With world-class clients like YMCA, Brinks, and EuroNext we strive to bring the highest level of service to everything we do. Our team is made up of the very best people for the job and as we grow, we’re always on the lookout for people with the skills, experience, and personality that will let us both shine. With high scores on Gartner and Glassdoor, our clients and employees have let us know what they love about us.

We are looking for an experienced Channel Account Manager (CAM) who will be a critical member of the European team. The CAM will be responsible for the development and promotion of sales by effective partnership with resellers and Managed Service Providers. The CAM should be comfortable with carrying a quota including driving channel in partner deal registrations (channel in) while supporting the Cymulate field sales teams in their regions to meet and exceed quarterly sales targets.

WHAT YOU WILL DO:

Establish and encourage strong relationships with VAR and MSSP partners
Build Cymulate brand awareness in the channel, to include weekly presence to develop relationships and evangelize Cymulate solutions with channel partner teams
Manage the recruitment, on-boarding and sales enablement that lead to on-going sales plans to drive deal registration and sell-thru motions, including webinars, sales days, partner incentives, account mapping and marketing funded activities with the partners in your territory
Co-develop business plans with targeted VAR and MSSPs that align with Cymulate’s revenue goals that include sales planning/account mapping strategies
Work with the partners in your region to identify further opportunities within existing clients for upselling, cross-selling, and promoting Cymulate products and services
Manage and develop partner pipelines while maintaining forecasting accuracy
Conduct regular interaction with channel partner executives, services, and sales management at existing and prospective reseller organizations
Proactively manage potential channel conflict through excellent communication both internally and externally, and through strict adherence of channel rules of engagement
Serve as liaison between partners and Cymulate internal teams, providing single-point-of-contact for the channel partner relationships
Partner Enablement: Provide ongoing education and support to partners, ensuring they are equipped with the latest knowledge of Cymulate’s products and industry best practices

WHAT YOU SHOULD HAVE:

Minimum of 3 years working as a Channel Account Manager
Proven experience in managing and developing partnerships with VARs and MSSPs in the region
Must have a good understanding of the Cybersecurity market and competitive landscape to ensure Cymulate is effectively positioned to maximize revenue growth
Outstanding written and verbal communications skills with the ability to explain and translate complex technology concepts into simple and intuitive communications
Must be comfortable with a fast-moving, sometimes ambiguous, environment
Experience and comfortability with Salesforce and Microsoft Office Suite
Ability to travel to partners and events. This could be up to 40-50%
Understanding of regional cybersecurity regulations such as GDPR, NIS2,DORA and other national regulations affecting resellers and MSSPs, particularly in the DACH region

Required profile