Channel Account Manager

[https://app.ashbyhq.com/api/images/user-content/2de35798-eaa0-40a0-aa54-2adb1fe38726/71798da5-774b-437e-aaa0-07beef3f9225/image.png] Detection alone is not security. Every day, security teams are forced to make critical decisions on incomplete data. Binalyze changes that. Our platform, AIR, gives investigators the full picture, turning alerts into understanding in minutes, not days. We’re scaling globally and building the category-defining investigation platform the industry has been missing. Partners are central to how we bring that value to market. We’re looking for a commercially driven Channel Account Manager to grow Binalyze’s VAR and reseller ecosystem, turning signed partners into active sellers and creating repeatable partner-led revenue. This is a hands-on commercial role, not a partner-programme administration role. You’ll build strong relationships with priority partners, create joint business plans, generate pipeline and help partners identify, progress and ultimately own Binalyze opportunities across their customer bases. What you’ll do

• Activate existing signed VAR and reseller partners and grow the partner ecosystem.
• Build commercial relationships with priority partners and their sales teams.
• Create and execute joint business plans with clear pipeline and revenue goals.
• Build mindshare so Binalyze is actively positioned by partner sellers.
• Identify, qualify and progress opportunities across partner customer bases.
• Work with Binalyze sellers on strategic joint opportunities where appropriate.
• Enable partners to identify, develop and close their own Binalyze opportunities over time.
• Recruit new partners selectively where there are clear capability, coverage or market gaps.
• Run regular partner pipeline and performance reviews.
• Measure success through active partners, partner-generated pipeline and partner-generated ARR.
• Coordinate with Binalyze technical teams to ensure partners receive effective technical enablement. What you’ll bring
• Proven channel, partner, alliances or indirect sales experience in B2B SaaS, cybersecurity or enterprise technology.
• A track record of activating VAR, reseller or MSSP partners and generating partner-sourced or partner-influenced revenue.
• Experience creating and executing joint business plans, including pipeline, revenue targets and performance reviews.
• Strong commercial sales skills and the ability to coach partner sellers through qualification, deal progression and close.
• Confidence working with direct sales teams while maintaining a partner-first approach.
• The ability to build relationships with sales leaders and front-line sellers.
• A data-led approach to pipeline, conversion and ARR.
• Excellent communication, negotiation and stakeholder-management skills. Nice to have
• Cybersecurity, digital forensics, incident response, SOC, EDR or related security-technology experience.
• Experience with MSSPs or security-focused VARs and resellers.
• Experience helping to build or scale an indirect sales motion in a high-growth SaaS business.
• Familiarity with CRM and partner-management tools. What we offer
• Generous annual leave plus wellbeing days and your birthday off.
• Private medical insurance, including family cover.
• Home office setup support.
• Monthly wellbeing and entertainment allowances.
• Wellbeing support through Oli.
• Fully remote and flexible working. Benefits are tailored by location; we’ll share full details during the hiring process. We’re committed to building a team that reflects a wide range of backgrounds, perspectives and experiences. If you don’t meet every requirement listed, we’d still encourage you to apply. If this sounds like the kind of commercial challenge you’d like to spend your time on, we’d love to hear from you.

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