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Role Description

Airlock Digital is seeking a high-impact Channel Account Manager to help scale our North American partner ecosystem and drive meaningful partner-led revenue. This is an individual contributor role with both strategic and hands-on responsibilities. You will own partner relationships across a defined territory or portfolio, develop joint business plans, drive pipeline creation, and ensure strong execution across enablement, co-selling, and go-to-market initiatives.

The ideal candidate brings deep channel experience, strong commercial instincts, and thrives in fast-growing environments where building structure, accountability, and momentum go hand-in-hand.

Key Responsibilities

• Channel Strategy & Partner Growth:
  • Own and execute the regional channel strategy for North America, aligned to Airlock Digital’s global partner vision.
  • Manage and grow a portfolio of strategic channel partners across resellers, distributors, MSSPs, and technology alliances.
  • Identify, recruit, onboard, and activate new partners where there is clear opportunity for incremental growth.
  • Develop and manage joint business plans, quarterly business reviews (QBRs), and mutual success metrics with priority partners.
• Revenue Ownership & Pipeline Execution:
  • Own a measurable partner-sourced and partner-influenced pipeline and revenue target.
  • Drive high-quality deal registration, accurate forecasting, and consistent operating cadence with partners.
  • Partner closely with direct sales teams to support co-selling motions, unblock deals, and accelerate enterprise opportunities.
  • Meet or exceed quarterly and annual channel revenue objectives.
• Enablement & Go-to-Market:
  • Lead partner onboarding, sales enablement, and ongoing training to ensure strong product knowledge and sales readiness.
  • Collaborate with Marketing on joint campaigns, events, MDF execution, and demand-generation initiatives with clear ROI.
  • Drive field execution including partner-led workshops, events, executive briefings, and regional activities.
• Cross-Functional Leadership:
  • Act as the internal advocate for partner needs across Sales, Marketing, Product, Solutions Engineering, and Customer Success.
  • Provide feedback on market trends, competitive insights, and partner sentiment to influence program evolution.
  • Maintain strong CRM and PRM hygiene to ensure visibility, scale, and data-driven decision-making.
• Representation & Market Presence:
  • Represent Airlock Digital at regional partner events, industry trade shows, and security conferences.
  • Strengthen Airlock’s brand and presence within the North American channel ecosystem.

Qualifications

• 7+ years of experience in channel sales, partner management, or alliances within cybersecurity, SaaS, or enterprise software.
• Proven success driving revenue through indirect sales models and partner ecosystems.
• Demonstrated ability to own a region and deliver repeatable, partner-led pipeline and bookings.
• Strong experience with partner enablement, joint planning, and co-selling execution.
• Data-driven mindset with strong forecasting, reporting, and performance management skills.
• Excellent executive presence, communication, and relationship-building abilities.
• Comfort operating in fast-paced, high-growth environments with evolving structure.
• Experience using CRM and PRM tools (Salesforce preferred).
• Bachelor’s degree in Business, Sales, or a related field (or equivalent experience).

Benefits

• Base salary for this role ranges from $138,000 - $153,000.
• On-target earnings (OTE) ranging from $230,000 – $255,000, inclusive of performance-based variable compensation.
• Medical, dental, and vision insurance.
• 401K Plan with 4% Company Match.
• Life and Disability Programs.
• Paid Parental Leave.
• Paid time off and Paid Holidays.
• Volunteer and Birthday Time off.
• Home Office Allowance.