Channel Account Manager at Token Security

Job description

ABOUT THE ROLE Token Security is the AI Agent Security company, built to protect the non-human identities and AI agents proliferating across the enterprise. We're looking for a Channel Account Manager to own a portfolio of active partners and drive revenue through them. Your job is not to design the channel program - it's to work it. Account mapping, rep-level engagement, joint prospecting, deal follow-up, and field execution are what this role is about. The program is running. We need someone to push it forward. WHY TOKEN? Every enterprise is deploying AI agents, and every AI agent creates a new non-human identity that security teams can't see or control. No existing tool was built for this. Token was. We're the first platform purpose-built for AI Agent Security, and we're winning in competitive deals. The partner ecosystem is how we scale. Join and help us get there faster. 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. REQUIRED QUALIFICATIONS: 4-7+ years of experience in channel sales, business development, or alliances within cybersecurity, SaaS, or enterprise technology. Proven success building and scaling a channel program, ideally in a startup or high-growth environment. Strong relationships with VARs, MSSPs, and other key players. Deep understanding of the identity security or cybersecurity market. Strong business acumen, negotiation skills, and a builder mindset. Excellent communication and interpersonal skills. Comfortable in an early-stage environment - you thrive in zero-to-one territory, build process where none exists, and don't wait to be told what to do Deep understanding of partner dynamics: pipeline hygiene, deal registration, co-sell motions, and partner QBR cadences Ability to travel as needed. Token Security is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, veteran status, or disability status.

Requirements

Must-haves

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.
4-7+ years of experience in channel sales, business development, or alliances within cybersecurity, SaaS, or enterprise technology.
Proven success building and scaling a channel program, ideally in a startup or high-growth environment.
Strong relationships with VARs, MSSPs, and other key players.
Deep understanding of the identity security or cybersecurity market.
Strong business acumen, negotiation skills, and a builder mindset.
Excellent communication and interpersonal skills.
Comfortable in an early-stage environment - you thrive in zero-to-one territory, build process where none exists, and don't wait to be told what to do
Deep understanding of partner dynamics: pipeline hygiene, deal registration, co-sell motions, and partner QBR cadences
Ability to travel as needed.

Nice-to-haves

None flagged.

Application prep

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Keywords to mirror

aigo

Platform: greenhouse
Effort: quick