Channel Account Manager – West U.S.

Since 2016, Wallarm has been on a mission to secure the internet's critical infrastructure: APIs. Today, we are the trusted choice for over 200 of the world's most innovative companies, from high-growth startups to Fortune 500 and Nasdaq leaders. Our unified platform provides full-lifecycle API security — helping teams discover their attack surface, protect against modern threats, and respond to incidents in real-time. As a graduate of Y Combinator and fueled by a recent $55M Series C, we are scaling our global, remote-first team of 150+ innovators to solve the next generation of security challenges.

About the role:

We are seeking an experienced Channel Account Manager (CAM) to manage and grow strategic relationships with cybersecurity-focused Value-Added Resellers (VARs). This role will focus on driving revenue, partner engagement, and pipeline development through key partners across the Western U.S., including partners such as GuidePoint Security, SHI, CDW, Optiv, and other regional based partners. The ideal candidate has strong experience in cybersecurity channel sales, an existing network within top resellers, and an understanding of the enterprise security buyer.

Responsibilities:

Channel Development & Management

• Own and grow relationships with key VARs and security-focused resellers in the Western U.S.

• Drive new partner recruitment, onboarding, and enablement with a focus on quality over quantity.

• Act as the primary point of contact for partners in the region; manage partner business plans and quarterly business reviews (QBRs).

Revenue & Pipeline Generation

• Collaborate with partners to drive new opportunities and achieve regional revenue goals.

• Build and manage a strong partner-influenced pipeline through joint field engagements and marketing efforts.

• Ensure partner deal registration and MDF (Market Development Funds) are managed effectively.

Enablement & GTM Execution

• Deliver sales enablement, product training, and joint GTM strategies tailored to each partner.

• Support partners during sales cycles, including lead development, joint customer meetings, and technical workshops.

• Collaborate with field sales and sales engineering teams to align on territory strategy and partner execution.

Internal Collaboration

• Work cross-functionally with marketing, sales, product, and customer success to support partners and feedback loops.

• Track partner performance, forecast revenue contribution, and report progress to sales leadership.

We are looking for candidates with:

• 5–7+ years of experience in channel sales, partner management, or field sales within cybersecurity.

• Proven track record managing and growing relationships with VARs like Trace3, Optiv, GuidePoint Security, SHI, CDW, and other regional players.

• Good understanding of the cybersecurity solution landscape, ideally including API security, cloud security, or application security.

• Strong business acumen and ability to influence both technical and sales stakeholders within partner organizations.

• Comfortable working independently in a field-based role with minimal supervision.

• Excellent communication, presentation, and relationship-building skills.

• Ability to travel within the Western U.S. (~25–35% as needed).

Nice to have:

• Prior experience selling or supporting cybersecurity solutions.

• Familiarity with partner tools (e.g., PRM platforms), deal registration workflows, and MDF execution.

• Background working in a high-growth startup or emerging tech environment.

• Bachelor’s degree preferred.
  

Why Join Us:

• Be part of a category-defining company in the booming API Security space.

• Play a foundational role in shaping our channel strategy and technical partner ecosystem.

• Work with a passionate, high-performing team at the intersection of security, innovation, and go-to-market strategy.

• Remote work and flexible working hours.

• Competitive salary and bonuses.

• Paid days off and medical insurance.

• Working equipment.

• Professional development and career growth opportunities.