Channel Account Manager

As a Channel Account Manager at Synack, your main responsibilities include establishing and maintaining relationships with partner accounts, recruiting and onboarding new partners, and developing joint business plans that align partners' goals with Synack's objectives. This role also involves collaborating with internal teams to ensure partners achieve their performance targets and engage in lead sharing campaigns and marketing efforts.

To be successful as a Channel Account Manager at Synack, you should have at least three years of experience in Software/SaaS/Security sales and channel development. A solid history of managing partnerships at the executive level and achieving revenue goals is crucial. Ideally, candidates will also have a builder mentality, experience in startup environments, and the ability to work collaboratively across teams to drive partner success.

At Synack, Channel Account Managers receive robust support in various forms. This includes access to sales and technical training, marketing resources for demand generation, and collaboration with senior management to leverage GTM strategies. Regular feedback and assessment of partner needs further enhance the partnership productivity, allowing Channel Account Managers to meet and exceed their revenue targets.

The Channel Account Manager position at Synack expects candidates to travel up to 50% of the time. This travel will primarily involve engaging with partners on-site to foster professional relationships, conduct training sessions, and address any challenges collaboratively, ensuring that objectives are met.

Synack prides itself on a diverse and inclusive company culture, highlighting the value of different perspectives and backgrounds. As a Channel Account Manager, you'll be part of a collaborative environment where everyone’s contributions are valued, and there's a strong emphasis on personal and professional growth.

When answering this question, highlight specific partnerships you've developed, detailing the strategies you employed and the results achieved. Be concise while emphasizing your ability to build trust and communicate effectively with partners in the security sector.

Discuss your approach to understanding partner needs and aligning those with Synack’s offerings. Mention tools or methods you use to measure the success of these relationships and how you adapt your strategy to ensure ongoing satisfaction for both parties.

Share your training methods and how you tailor your approach based on the partner's specific needs. Include examples of successful training programs you've implemented, focusing on how they drove revenue and engagement.

Be prepared with a specific example where you faced a difficult situation with a partner. Detail the issue, your thought process, the steps you took to resolve it, and the outcome. Emphasize communication skills and problem-solving ability.

Discuss resources you utilize such as industry reports, conferences, and networking. Mention any communities you’re part of in the cybersecurity space that help you stay informed about trends and client needs.

Elaborate on your approach to lead sharing, whether through joint marketing campaigns, promotional incentives, or regular communication. Highlight how these strategies have successfully generated opportunities for both Synack and its partners.

Mention key performance indicators you prioritize, such as revenue growth, lead conversion rates, and partner satisfaction feedback. Highlight how you use these metrics to make informed decisions and adaptations in your strategy.

Talk about your decision-making process based on revenue potential, strategic alignment, and past performance. You may also want to mention data analysis and feedback from the sales team to guide your priorities.

Articulate your understanding of how channel sales can expand market reach and drive revenue, particularly in the security sector. You may want to discuss how channel partners can offer localized expertise and services that complement Synack's offerings.

Provide a specific example, detailing the strategies you implemented that contributed to your success. Highlight your proactive nature and any collaborative efforts with your team that played a role in achieving impressive results.