Account Manager

Job description

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity. We defend some of the world’s largest organizations and critical infrastructure in more than 68 countries and we’re just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure. Nozomi Networks is hiring a Senior Channel Account Manager covering North America reporting to our VP, Global Channel whilst partnering daily with the VP of Sales and Regional Sales Directors. This is a builder's role, focused on developing a high-impact partner ecosystem that can independently generate demand, position our solutions, and deliver services at scale. You'll drive growth across commercial and public sector markets, creating deeper partner engagement, accelerating partner-sourced revenue, and helping transform how we go to market through the channel. If you're energised by building capability, driving measurable outcomes, and creating lasting impact in a high-growth environment, we'd love to hear from you. In this role, you will: • Own a focus partner portfolio. Take national ownership of a defined set of focus partners across VARs, distributors, and MSSPs, and driving each toward a documented joint business plan with named accounts, committed pipeline, and quarterly milestones. • Make partners self-sufficient. Move focus partners from Nozomi-dependent to Nozomi-capable: independent lead generation, credible technical positioning, and delivery of their own services practice on our platform. • Run disciplined account mapping. Drive top-down account mapping between focus partners and each POD, resulting in a small number of jointly pursued accounts per POD rather than long, inactive target lists. • Develop the services and MSSP motion. Grow managed and professional services partners into a repeatable, recurring revenue stream, and partner with Sales leadership on the coverage and compensation questions that arise when a service provider sells across POD boundaries. • Generate incremental pipeline. Exceed quarterly partner-sourced pipeline and bookings targets, with clear distinction between what the channel sourced versus what it influenced. • Support the field in the deal. Bring the right partner into the right opportunity at the right time, protect deal economics, and manage channel conflict proactively so partner involvement accelerates deals rather than complicating them. • Own the channel path. Ensure deal registrations, transacting partners, and channel path data are accurate and complete before deals close. Partner attribution must be trustworthy for this function to earn continued investment. • Report in the language of the business. Deliver per-partner metrics and a clear focus partner readout into POD QBRs, Americas business reviews and global channel reporting - demonstrating progress achieved, not plans proposed. • Recruit selectively. Add partners only where there is a coverage, vertical, or capability gap that no current partner can fill. Prioritize depth over breadth. • Manage distribution. Partner with commercial and public sector distributors to drive partner recruitment, enablement throughput, and clean transaction flow. • Run enablement that sticks. Own sales and technical enablement plans for your partners, track certification and competency levels, and tie enablement directly to pipeline outcomes. • Partner with Marketing. Build and execute joint campaigns, demand generation, and event programs with measurable pipeline impact, including MDF planning and ROI reporting. • Represent Nozomi externally. Attend partner summits, industry trade shows, and OT/IT security conferences, staying current on OT, IoT and CPS security trends and the competitive landscape. • Other duties as assigned by the Head of WW Channel. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. To be successful in this opportunity, you will have: • Significant channel sales experience at a cybersecurity, infrastructure or enterprise software vendor, with a consistent record of exceeding partner-sourced pipeline and bookings targets in North America. • Proven experience building a partner from low productivity into a material revenue contributor, with the ability to articulate specifically how you did it. • Existing, current relationships across the North American security channel: national and regional VARs, security-focused solution providers, distributors, and global or regional system integrators. • Working knowledge of OT, ICS and critical infrastructure environments, sufficient to align partner solutions and services with industrial customer requirements and to hold a credible conversation with a partner's practice lead. • Experience designing and running partner enablement and certification programs - not simply delivering slideware. • Comfort operating in a lean, high-accountability environment with limited support and shifting priorities. You set your own cadence and prioritize without direction. • Strong commercial and operational discipline: clean CRM hygiene, accurate forecasting, and the ability to build and defend a partner business case with data. • Excellent written and verbal communication, equally credible with a partner CEO and a first-year seller. • Ability to work effectively as a remote employee, with willingness to travel extensively, often on short notice. • Bachelor's degree, Master's degree, or equivalent experience. • Experience with the US federal, SLED, or Canadian public sector channel, including public sector distribution and contract vehicles is desirable but not essential. • Experience building an MSSP or managed services partner motion, including recurring revenue and consumption-based commercial models would be an advantage. • Exp