Channel Account Manager

HackerOne is a global leader in offensive security solutions. Our HackerOne Platform combines AI with the ingenuity of the largest community of security researchers to find and fix security, privacy, and AI vulnerabilities across the software development lifecycle. The platform offers bug bounty, vulnerability disclosure, pentesting, AI red teaming, and code security. We are trusted by industry leaders like Amazon, Anthropic, Crypto.com, General Motors, GitHub, Goldman Sachs, Uber, and the U.S. Department of Defense. HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.HackerOne ValuesHackerOne is dedicated to fostering a strong and inclusive culture. HackerOne is Customer Obsessed and prioritizes customer outcomes in our decisions and actions. We Default to Disclosure by operating with transparency and integrity, ensuring trust and accountability. Employees, researchers, customers, and partners Win Together by fostering empowerment, inclusion, respect, and accountability.Channel Account ManagerRemote Location: Austin, TXPosition Summary HackerOne is seeking a Channel Account Manager to help drive our channel partner sales. In this pivotal role, you will manage and develop relationships within SHI and a subset of regional partners aligned to our commercial sales segment, ensuring they are equipped to effectively promote and sell HackerOne’s solutions.As a Channel Account Manager, you can make a substantial impact across the organization by executing the partner program. This role is perfect for someone passionate about driving growth and innovation within an industry-leading company that values culture, innovation, and action-oriented growth.This position is located in Austin, TX and reports to our VP, Partnerships Sales. Must be able to travel up to 30%.At HackerOne, we embrace a Flexible Work approach, enabling our team members to work remotely while maintaining productivity and collaboration. We are seeking candidates located in Austin, TX, and the surrounding metropolitan areas, to facilitate occasional in-person interactions as needed. While the position is primarily remote, there will be periodic in-person requirements to support team collaboration and foster stronger connections. This approach ensures flexibility while providing opportunities to build meaningful in-person relationships that strengthen our team and company culture.What You Will DoChannel Partner Management: Develop and maintain strong relationships with key channel partners (SHI and other commercial partners) to drive sales and achieve revenue targets.Enablement and Training: Provide training and support to channel partners to ensure they are knowledgeable about HackerOne’s products and can effectively communicate value to customers.Sales Strategy: Collaborate with internal sales teams to align on account engagement strategies with overall sales objectives.Marketing Collaboration: Work with the marketing team to create and execute joint marketing campaigns with channel partners.Performance Monitoring: Track and analyze channel partner performance, providing regular updates and insights to internal stakeholders.Contract Negotiation: Negotiate partner agreements and contracts, ensuring mutually beneficial terms and compliance with company policies.Issue Resolution: Address and resolve any issues or conflicts that arise with channel partners promptly and effectively.Minimum Qualifications 5+ years of experience in channel account management or partner management.Proven track record of achieving sales targets through channel partners.National partner management experience with experience working directly with or for SHI.Experience working in the cybersecurity industry.Excellent communication, negotiation, and relationship-building skills.Self-motivated and ability to work independently and as part of a team in a fast-paced environment.Experience and willingness to hit goals while contributing effectively to developing and refining new programs.Strong analytical skills and the ability to use data to drive decision-making.Must be based in Austin, TX and able to travel up to 30%. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.Preferred Qualifications Experience selling services like Pen Testing or Consulting Services.Familiarity with CRM (SalesForce) systems and sales enablement tools.Bonus points if you have working professional proficiency in Spanish or Portuguese.Compensation Bands:Tier GuideTier B: Base of $91,400 - $101,520 (60/40 split) #LI-KL1Job Benefits:Health (medical, vision, dental), life, and disability insurance*Equity stock optionsRetirement plansPaid public holidays and unlimited PTOPaid maternity and parental leaveLeaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)Employee Assistance ProgramFlexible Work Stipend*Eligibility may differ by countryWe're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).Visa/work permit sponsorship is not available. Employment at HackerOne is contingent on a background check.HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

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