Channel Account Manager

Cobalt was founded on the belief that pentesting can be better. Our pentests start in as little as 24 hours and integrate with modern development cycles thanks to the powerful combination of a SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year. 

Our award-winning, fully remote team is committed to helping agile businesses remediate risk quickly and innovate securely. Today, over 1,000 customers use Cobalt to run pentests on demand via Pentest as a Service, AKA PtaaS, a space which Cobalt pioneered (you could even say we wrote the book on it) and continues to lead. 

As a Channel Manager, you are responsible for partner attainment against quarterly and annual goals. Reporting to the Director of Global Channels & Alliances,  the Channel Manager, will recruit, onboard, enable and manage channel partners. You will work closely with the Cobalt sales team and technical team to ensure we get the most benefit from partners through building a go-to-market strategy, gaining mindshare, creating interlock via lead sharing / account mapping, marketing programs, incentives, sales and technical training, and events.You’re successful at developing strong relationships with strategic partners and alliances. Cobalt’s Channel organization is vital to the long-term strategy of the business and driving partnership revenue and growth is paramount. This is an exciting opportunity to help build out the partner ecosystem and program, develop the right strategy by partner, and have an outsized impact on the organization. 

In This Role You Will

• Work cross functionally across all teams at Cobalt
• Recruit and sign on strategic partners
• Onboard, activate and enable partners
• Develop a go-to-market strategy and service packaging with partners and enable partners to effectively sell and deliver Cobalt as a standalone or within a broader service
• Lead regular business planning efforts / QBR’s to align with partner
• Own the business relationship with the partner all-up as a trusted advisor
• With data- driven approach, drive and manage activity to support deal registration, pipeline growth and provide accurate forecasting
• Negotiate with partners / customers on contracts - terms, conditions, and pricing
• Work directly with Cobalt sales to align partner sales teams and create field interlock
• Partner with the Customer Success Team on renewal alignment and execution
• Partner with marketing on joint efforts
• Manage the delivery of training and certification for partners

Qualifications

• 4+ years of channel management experience, with a proven track record of meeting and exceeding sales quotas and KPI’s working with channel partners
• Excellent verbal and written communications skills, presentation, customer service, business and negotiation skills
• High energy with ability to multitask in fast-paced startup environment
• Strong sales acumen with a deep understanding of the channel sales model and some existing relationships
• Comfortable presenting effectively in front of all audiences
• Meet and exceed monthly, quarterly, and annual sales targets
• Direct sales experience, existing relationships and knowledge of the security industry a plus
• Bachelor’s Degree
• Travel approximately 30%

With over 45 nationalities already at Cobalt (and counting) we respect and celebrate diversity! We’re proudly committed to equal employment opportunities regardless of your gender, religion, age, sexual orientation, ethnicity, disability, or place of origin. We support each other and are grateful for each Cobalter's contribution to our mission — let's make security dance! 

Please apply even if you don't think you meet all of the criteria above but are still interested in the job. Nobody checks every box, and we're looking for someone excited to join the team.

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry 
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US) or pension (EU) 
• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)
• Leverage stipends for:
  • Wellness
  • Work-from-home equipment & wifi
  • Learning & development
• Make the most of our flexible, generous paid time off, and 16-weeks of paid parental leave 
• Work remotely from anywhere in the US, the UK, or Germany

Cobalt is committed to fair and equitable compensation practices. The salary range for this role is $119,000 to $149,000 + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.  The salary range may differ in other states and may be impacted by proximity to major metropolitan cities.