Senior Channel Account Manager, EMEA

HackerOne's mission is to empower the world to build a safer internet. HackerOne is the global leader in human-powered security. We leverage human ingenuity to pinpoint the most critical security flaws across your attack surface to outmatch cybercriminals. HackerOne’s Attack Resistance Platform combines creative human intelligence with the latest artificial intelligence to help organizations reduce risk and transform their businesses with confidence.

Position Summary 

HackerOne is seeking a Sr. Channel Account Manager to help spearhead our channel partner sales. In this pivotal role, you will be responsible for onboarding, managing, and developing relationships with key channel partners, while managing existing partnerships.

As a Channel Account Manager, you can make a substantial impact across the organisation by executing the partner program.  This role is perfect for someone passionate about driving growth and innovation within an industry-leading company that values culture, innovation, and action-oriented growth.

This position is located remotely in UK or Ireland and reports to our VP, Partnerships Sales. Must be able to travel up to 30%. 

What You Will Do

• Channel Partner Management: Develop and maintain strong relationships with key channel partners to drive sales and achieve revenue targets.

• Identify, recruit, and onboard new channel partners to expand market coverage.

• Develop and maintain strong relationships with existing channel partners providing support to drive mutual success, create joint business plans and ensure alignment

• Develop and implement a comprehensive sales strategy to drive revenue through channel partners.

• Work closely with the sales team to drive engagement and collaboration with channel partners, work closely to ensure deal close and alignment, 

• Renewals alignment to provide support and alignment for HackerOne renewals team and our partners

• Analyse partner performance regularly, provide insights and recommendations to optimise channel effectiveness, and prepare and present regular reports on channel partner performance to the leadership team.

• Enablement and Training: Provide channel partners with training and support to ensure their knowledge of HackerOne’s products and ability to communicate value to customers effectively.

• Marketing Collaboration: Work with the marketing team to create and execute joint marketing campaigns with channel partners.

• Contract Negotiation: Negotiate partner agreements and contracts, ensuring mutually beneficial terms and compliance with company policies.

• Issue Resolution: Address and resolve any issues or conflicts with channel partners promptly and effectively.

• Keep abreast of industry trends and competitor activities to identify new opportunities and challenges.

Minimum Qualifications 

• 7+ years of experience in channel account management or partner management. 

• Proven track record of achieving sales targets through channel partners.

• EMEA partner management experience  with 1 or more of the Security Solution Providers 

• Experience working in the cybersecurity industry

• Excellent communication, negotiation, and relationship-building skills.

• Self-motivated and ability to work independently and as part of a team in a fast-paced environment.

• Experience and willingness to hit goals while contributing effectively to developing and refining new programs.

• Strong analytical skills and the ability to use data to drive decision-making.

• Must be based remotely in UK or Ireland and able to travel up to 30%. HackerOne is a digital-first company. This model offers our employees flexibility in time and location. All employees must be able to work and excel in a remote environment.

Preferred Qualifications 

• Experience selling services like Pen Testing or Consulting Services

• Familiarity with CRM (SalesForce) systems and sales enablement tools

• Experience working with legal, contracts, and finance departments to achieve goals

Compensation Bands:
Base salary- £80,500 - £100,600.00 with commission (60/40)

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We're committed to building a global team! For certain roles outside the United States, U.K., and the Netherlands, we partner with Remote.com as our Employer of Record (EOR).

Employment at HackerOne is contingent on a background check.

HackerOne is an Equal Opportunity Employer in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, pregnancy, disability or veteran status, or any other protected characteristic as outlined by international, federal, state, or local laws.

This policy applies to all HackerOne employment practices, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. HackerOne makes hiring decisions based solely on qualifications, merit, and business needs at the time.

For US based roles only: Pursuant to the San Francisco Fair Chance Ordinance, all qualified applicants with arrest and conviction records will be considered for the position.

HackerOne Values

HackerOne commits to maintaining a strong, inclusive culture built for our employees and our community of hackers. We are driven by our five core values. We recognize that our mission is bigger than us, and therefore act with integrity at all times. As a team, we believe that transparency builds trust so we default to disclosure in our communications. Each individual executes with excellence, creating an environment of greater alignment and greater autonomy. We win as a team and respect all people to empower everyone to learn from each other, innovate, and grow.