Channel Account Manager (East)

About Zafran: Zafran, a leader in Continuous Threat Exposure Management (CTEM), is seeking a dynamic Channel Manager to drive strategic partnerships with partners across the Western United States. This remote role focuses on accelerating revenue growth, expanding Zafran’s market presence, and empowering partners to deliver our AI-driven, Proactive Exposure Hunting™ solutions to proactively stop the exploitation of vulnerabilities. The Channel Manager will collaborate closely with Zafran’s sales, marketing, engineering, and product teams to align partner strategies with our mission to de-risk 90% of critical vulnerabilities for organizations worldwide. Our Mission: To stop the exploitation of vulnerabilities, everywhere.   What makes us different: In a world where AI-enabled attackers weaponize vulnerabilities within minutes, the old scan-and-patch-everything model no longer holds. Zafran's Exposure Graph continuously maps every vulnerability across your hybrid environment, chains exploitability through real attack paths and proves 90% of "critical" vulnerabilities can't actually reach you. It then neutralizes the real 10% using your compensating controls and safely remediates only where it matters.   Who’s behind us: Zafran is backed by Menlo Ventures, Sequoia Capital, Cyberstarts, and a deep belief that cybersecurity should move as fast as attackers do. We’re one of the fastest-growing companies in the industry, scaling to meet demand from the world’s most advanced, security-obsessed organizations.   We’re serious about our mission- so expect work that matters, teammates who challenge and inspire you, and plenty of fun along the way! What you will do: - Partner Relationship Management: - Build and nurture long-term relationships with channel partners to drive mutual success in delivering Zafran’s CTEM platform. - Serve as the primary point of contact for assigned partners in the Western U.S., addressing their needs, challenges, and growth opportunities. - Develop and execute joint business plans with partners to achieve revenue targets and expand market reach in the exposure management space. - Revenue Growth: - Drive sales through channel partners by identifying opportunities, managing pipelines, and collaborating on deal closures. - Monitor and report on partner performance metrics, including indirect revenues, pipeline generation, and deal registrations, using Zafran’s CRM tools. - Partner with resellers and MSPs to create demand and close high-impact deals, leveraging Zafran’s ability to mitigate thousands of vulnerabilities with a single recommendation. - Partner Enablement and Support: - Provide comprehensive training, certifications, and resources to enable partners to effectively sell and support Zafran’s solution set. - Equip partners with the latest product knowledge, sales tools, and marketing collateral tailored to the CTEM market. - Facilitate access to Zafran’s technical support, pre-sales engineering, and customer success teams to ensure partner and customer success. - Program Development and Execution: - Implement and manage Zafran’s channel programs, including incentives, deal registration, and market development funds (MDF), to motivate partner performance. - Collaborate with Zafran’s marketing team to develop co-branded campaigns and materials that highlight our award-winning CTEM solutions. - Ensure partner compliance with Zafran’s channel program guidelines and agreements. - Cross-Functional Collaboration: - Work closely with Zafran’s sales, marketing, engineering, product, and customer success teams to align channel strategies with company objectives. - Provide partner feedback to product teams to influence Zafran’s roadmap and enhance our platform’s value for partners and customers. - Coordinate with field sales teams to manage channel conflicts and deliver seamless customer experiences. - Market Intelligence and Strategy: - Stay informed about cybersecurity trends, competitor activities, and market opportunities to guide partner strategies in the Western U.S. - Identify and recruit new partners to expand Zafran’s coverage in high-growth markets and verticals. - Analyze partner performance data to optimize channel strategies and maximize ROI. - Experience: - 3-5+ years of experience in channel sales, partner management, or business development, ideally in cybersecurity, SaaS, or IT solutions. - Proven track record of driving revenue growth through channel partners in the Western U.S. market. - Experience working with resellers, distributors, VARs, or MSPs in a B2B technology environment. - Skills: - Strong relationship building and interpersonal skills to manage diverse partner ecosystems. - Excellent communication and presentation skills, with the ability to articulate Zafran’s value proposition. - Proficiency with CRM tools (e.g., Salesforce) and partner management platforms. - Ability to thrive in a fast-paced, remote work environment with strong organizational and time-management skills. - Knowledge of cybersecurity, vulnerability management, or CTEM markets is a plus. - Attributes: - Self-motivated, results-driven, and able to work independently in a remote setting. - Strategic thinker with a proactive approach to problem-solving and partner success. - Adaptable to the evolving needs of partners and the cybersecurity landscape. Preferred Qualifications: - Established network of contacts within the cybersecurity or IT channel ecosystem in the Western U.S. - Experience with channel programs similar to those at leading cybersecurity firms (e.g., Axonius, Wiz, Cyera, or Palo Alto Networks). - Familiarity with AI-driven security solutions or vulnerability management platforms. At Zafran, people matter! We provide a robust benefits program that includes flexible PTO, health insurance plans (medical, dental, vision), a monthly stipend for phone and internet, 401k, flexible spending account, and a home office stipend when joining. We also provide access to frontier AI models, including Claude, so every employee can work smarter, move faster, and build an AI-first career from day one. At Zafran, we’re proud to be an equal opportunity employer. We believe the best teams are built by people who think differently, come from all kinds of backgrounds, and aren’t afraid to challenge the status quo. We welcome everyone across race, religion, gender, gender identity or expression, sexual orientation, age, disability, national origin, and veteran status, because what matters most is what you bring to the table. If you’re curious, fun, and someone who gets things done, we’d love to meet you