渠道客户经理
Channel Account Manager
描述
地点：远程（美国）
关于frame：
Frame致力于在人工智能时代构建人类安全的未来。凭借大量资金、经验丰富的网络安全团队以及正确的产品，我们正处在起步阶段。
我们的AI引擎开发安全意识培训和攻击模拟，使每位员工都能做出更明智的安全决策，消除人为风险。Frame被领先的全球组织所信赖，帮助他们防止通过电子邮件、语音、视频等渠道的AI驱动型、以人为核心的攻击。我们认为，安全始于人类作为最强大的防线。
加入我们，共同打造保护每个组织在人工智能时代的人类层面的引擎。
我们寻找谁？
我们正在寻找一名渠道客户经理来建立、管理和扩展我们的合作伙伴生态系统。该职位负责与增值经销商建立牢固的关系，以推动收入、扩大市场覆盖范围并确保合作伙伴的成功。您将与销售、市场和产品团队跨职能合作，以支持合作伙伴并扩大我们的市场进入策略。
主要职责：
- 招募、入职并管理与Frame合作伙伴策略一致的战略增值经销商
- 制定并执行渠道销售策略以达成收入目标
- 通过培训、认证和销售支持赋能合作伙伴
- 与合作伙伴共同制定市场进入计划（活动、事件、联合销售）
- 维护与合作伙伴的牢固关系并作为主要联系人
- 跟踪合作伙伴绩效、管道和预测渠道收入
- 与内部销售团队合作以支持合作伙伴生成的交易
- 与市场团队合作以推动与合作伙伴的联合营销计划
- 识别新的合作机会以扩大市场覆盖范围
- 根据合作伙伴的见解向产品和市场团队提供反馈
成功指标：
- 年度经常性收入（ARR）
- 合作伙伴收入增长
- 合作伙伴生成的机会
- 已赋能的合作伙伴
- 与合作伙伴的联合营销计划
- 配额完成率
要求
所需技能与经验：
- 3年以上在招募、管理和拓展经销商合作伙伴方面的工作经验
- 在网络安全和SaaS领域有经验
- 有超额完成配额的记录
- 能够同时负责新合作伙伴的获取（销售）和持续的合作伙伴增长（客户管理）
- 能够独立运作
查看英文原文
Description
Location: Remote (U.S)
About frame:
Frame is on a mission to build the future of Human Security in the AI era. With significant funding, a seasoned cybersecurity team building the right product, and a huge market opportunity, we are just getting started.
Our AI engine develops security awareness training and attack simulations that empower every employee to make smarter security decisions and eliminate human risk. Frame is trusted by leading global organizations on their journey to prevent AI-driven, human-centric attacks across email, voice, video, and beyond. We believe that security starts with humans as the strongest line of defense.
Join us as we build the engine that protects the human layer of every organization in the AI era.
Who are we looking for?
We’re looking for a Channel Account Manager to build, manage, and grow our partner ecosystem. This role is responsible for developing strong relationships with value added resellers to drive revenue, expand market reach, and ensure partner success. You’ll work cross-functionally with sales, marketing, and product teams to enable partners and scale our go-to-market efforts.
Key Responsibilities:
- Recruit, onboard, and manage strategic value added resellers aligned to Frame’s partner strategy
- Develop and execute channel sales strategies to meet revenue targets
- Enable partners through training, certifications, and sales support
- Build joint go-to-market plans with partners (campaigns, events, co-selling)
- Maintain strong partner relationships and act as the primary point of contact
- Track partner performance, pipeline, and forecast channel revenue
- Collaborate with internal sales teams to support partner-generated deals
- Collaborate with marketing to drive joint marketing plans with partners
- Identify new partnership opportunities to expand market coverage
- Provide feedback to product and marketing teams based on partner insights
Success Metrics:
- Annual Recurring Revenue (ARR)
- Partner Revenue Growth
- Partner Generated Opportunities
- Partners Enabled
- Joint Marketing Plans with Partners
- % of Quota Attainment
Requirements
Required Skills & Experience:
- 3+ years of experience in onboarding, managing and growing reseller partners
- Experience in Cybersecurity and SaaS
- Proven track record of exceeding quota
- Comfortable owning both new partner acquisition (sales) and ongoing partner growth (account management)
- Ability to operate independently in a fast-moving environment
- Clear communicator who can build trust with external partners
Benefits:
- Medical, dental and vision insurance
- Monthly connectivity reimbursement
- Unlimited paid time off
- 401(K) Retirement Savings Plan
Why frame:
- High Impact: Build and own processes from start to finish that directly impact our product and customers, affecting millions of people.
- Early-Stage Advantage: Join at the ground floor of a category-defining company. The decisions you make today will shape how the world thinks about Human Security tomorrow.
- Built to Win: Frame is backed by world-class investors, operating in a market undergoing a fundamental shift, and has the right team and product.
- Competitive Salary and Meaningful Equity: Our success is your success. Everyone has a meaningful stake in the company.
Originally posted on Himalayas