Channel Account Manager (East)

As the Channel Account Manager (East) at Censys, your key responsibilities include recruiting and onboarding channel partners, developing a comprehensive channel strategy, negotiating partnership agreements, and maintaining strong relationships with existing partners. You'll also work closely with internal teams to drive joint marketing activities, monitor key performance indicators, and adapt strategies based on industry trends.

To qualify for the Channel Account Manager (East) position at Censys, you should have at least 5 years of sales experience with a proven track record of exceeding revenue goals. Additionally, experience with partner program management, particularly in the cybersecurity sector, along with strong negotiation and relationship-building skills, is essential. Knowledge about the East market dynamics is a plus.

Censys values the professional growth of its employees, particularly for the Channel Account Manager (East) role, by providing access to ongoing training programs, mentorship, and collaboration opportunities with internal experts. You’ll benefit from a culture that encourages knowledge sharing and career advancement, helping you refine your skills and expand your industry insights.

Success for the Channel Account Manager (East) at Censys is characterized by thriving partnerships, increased revenue streams, and the development of strategic joint business plans with partners. Achieving key performance indicators and adapting strategies in response to market dynamics will also contribute to the overall success of both the role and the organization.

The work culture at Censys for a Channel Account Manager (East) is inclusive, collaborative, and geared toward fostering innovation. Censys is dedicated to creating a supportive environment where diverse perspectives are valued, and employees are encouraged to share ideas. This culture not only drives business success but also helps individuals thrive personally and professionally.

In your answer, highlight specific examples of partnerships you've successfully managed, detailing how you recruited, onboarded, and enabled partners to drive revenue. Share metrics or results to illustrate your impact.

Discuss your method for creating a channel strategy, including market research, identifying target partners, and aligning with business objectives. Emphasize your analytical skills and ability to adapt based on market changes.

Share your negotiation techniques, emphasizing preparation and understanding the partner's needs while articulating the value proposition. Provide an example of a successful negotiation experience.

Explain how you would develop and monitor key performance indicators (KPIs) to gauge partner performance. Highlight your ability to analyze data to make informed decisions and provide support where needed.

Describe your approach to deepening current relationships, such as regular communication, collaborative business planning, and joint marketing initiatives. Focus on building trust and mutual benefits.

Discuss specific methods you use, such as attending conferences, engaging with industry publications, and networking with peers. Emphasize the importance of continuous learning in maintaining a competitive edge.

Share a specific challenge related to partner management or strategy execution, detailing the steps you took to address it, and the outcomes of your actions. Highlight any teamwork involved.

Articulate your understanding of how diverse teams foster innovative ideas and solutions. Share your experiences that underscore the value of inclusion in achieving business results.

Focus on your unique skills and experiences that align with the responsibilities of the role. Discuss your previous successes, relevant industry knowledge, and how your strategic thinking can benefit Censys.

Describe your time management strategies, such as prioritizing tasks, setting goals, and utilizing tools to monitor progress effectively. Emphasize your ability to remain organized and responsive.