Channel Account Manager

Fortreum•Leesburg, VA

8d•$125,000 - $140,000

About The Position

The Channel Account Manager acts as the primary orchestrator of our channel revenue streams. You will evolve our ecosystem from a passive referral model into a proactive Co-Sell motion with Hyperscalers (AWS, Microsoft, Google and others) and Federal Systems Integrators (FSIs). Your goal is to integrate Fortreum’s services into the contract vehicles of major partners to unlock scale.

Requirements

5+ years in Channel Sales/Alliances and Partner Management within cybersecurity and cloud services.
Strong understanding of the Microsoft partner ecosystem and services-led partnerships.
High proficiency in Salesforce with experience in pipeline management and forecasting.
Familiarity with Federal contracting, teaming agreements, and the role of FSIs.
Strong technical understanding of cybersecurity concepts and technologies.
Willingness to travel up to 40% of the time, primarily for domestic travel to client sites and industry events.

Responsibilities

Own and grow Microsoft channel-driven revenue and strategic alliances.
Execute joint GTM and partner-led growth initiatives (specifically in the Microsoft/CMMC space).
Enable internal sales teams and manage partner-sourced pipeline in Salesforce.
Hyperscaler Activation: Manage listings and relationships within the Microsoft Commercial Marketplace, driving "Co-Sell" status to capture committed cloud spend (EDP/MACC).
Referral Governance: Oversee the Partner Referral Program, ensuring strict adherence to the Referral Program Rules.
Partner Enablement: Equip partners with the "Partner Welcome Kit" and sales assets to ensure they can identify triggers for Assessment, Advisory and Technical Testing Services.
Platform Enablement: Train partners on the unique value proposition of the XRAMP Platform, enabling them to position Continuous Assessment as a solution for their clients' cloud compliance challenges.
Service Catalog Expansion: Ensure Fortreum’s full suite of Technical Testing services (Red Teaming, Penetration Testing) is accurately listed and transactable on Cloud Marketplaces (AWS/Azure).
Differentiation: Equip FSIs and Hyperscalers with messaging on how XRAMP reduces compliance "drift", helping them secure long-term cloud consumption commitments from their customers.
Act as the liaison between Channel partners and Direct Sales (AEs) to strictly enforce Rules of Engagement and mitigate channel conflict.

Benefits

We offer a competitive compensation package, where you will be rewarded based on your performance/outcomes and recognized for the value you bring to our business.
You will be a part of something special as we continue to grow.
The founders have a proven track record of successful company acquisitions/exit of both small and mid-market cybersecurity organizations.
Our benefits package includes medical insurance, dental insurance, vision insurance, company paid short-term disability, company paid long-term disability, company paid AD&D and life insurance, flex time off, annual bonuses, training stipends, certification reimbursements, access to over 30,000 free online training courses, personal cell phone allowance, new hire and annual home office stipend, spot awards and eleven paid holidays.

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