At a Glance
- Tasks: Activate and grow our partner ecosystem while building strong commercial relationships.
- Company: Join Binalyze, a leader in cybersecurity innovation with a global reach.
- Benefits: Enjoy generous leave, private medical insurance, and flexible remote work options.
- Other info: Be part of a diverse team committed to growth and innovation.
- Why this job: Make a real impact in the cybersecurity space while driving partner-led revenue.
- Qualifications: Experience in channel sales and a knack for building strong partnerships.
The predicted salary is between 54000 - 66000 £ per year.
Detection alone is not security. Every day, security teams are forced to make critical decisions on incomplete data. Binalyze changes that. Our platform, AIR, gives investigators the full picture, turning alerts into understanding in minutes, not days. We’re scaling globally and building the category-defining investigation platform the industry has been missing. Partners are central to how we bring that value to market. We’re looking for a commercially driven Channel Account Manager to grow Binalyze’s VAR and reseller ecosystem, turning signed partners into active sellers and creating repeatable partner-led revenue.
This is a hands-on commercial role, not a partner-programme administration role. You’ll build strong relationships with priority partners, create joint business plans, generate pipeline and help partners identify, progress and ultimately own Binalyze opportunities across their customer bases.
What you’ll do:
- Activate existing signed VAR and reseller partners and grow the partner ecosystem.
- Build commercial relationships with priority partners and their sales teams.
- Create and execute joint business plans with clear pipeline and revenue goals.
- Build mindshare so Binalyze is actively positioned by partner sellers.
- Identify, qualify and progress opportunities across partner customer bases.
- Work with Binalyze sellers on strategic joint opportunities where appropriate.
- Enable partners to identify, develop and close their own Binalyze opportunities over time.
- Recruit new partners selectively where there are clear capability, coverage or market gaps.
- Run regular partner pipeline and performance reviews.
- Measure success through active partners, partner-generated pipeline and partner-generated ARR.
- Coordinate with Binalyze technical teams to ensure partners receive effective technical enablement.
What you’ll bring:
- Proven channel, partner, alliances or indirect sales experience in B2B SaaS, cybersecurity or enterprise technology.
- A track record of activating VAR, reseller or MSSP partners and generating partner-sourced or partner-influenced revenue.
- Experience creating and executing joint business plans, including pipeline, revenue targets and performance reviews.
- Strong commercial sales skills and the ability to coach partner sellers through qualification, deal progression and close.
- Confidence working with direct sales teams while maintaining a partner-first approach.
- The ability to build relationships with sales leaders and front-line sellers.
- A data-led approach to pipeline, conversion and ARR.
- Excellent communication, negotiation and stakeholder-management skills.
Nice to have:
- Cybersecurity, digital forensics, incident response, SOC, EDR or related security-technology experience.
- Experience with MSSPs or security-focused VARs and resellers.
- Experience helping to build or scale an indirect sales motion in a high-growth SaaS business.
- Familiarity with CRM and partner-management tools.
What we offer:
- Generous annual leave plus wellbeing days and your birthday off.
- Private medical insurance, including family cover.
- Home office setup support.
- Monthly wellbeing and entertainment allowances.
- Wellbeing support through Oli.
- Fully remote and flexible working.
- Benefits are tailored by location; we’ll share full details during the hiring process.
We’re committed to building a team that reflects a wide range of backgrounds, perspectives and experiences. If you don’t meet every requirement listed, we’d still encourage you to apply. If this sounds like the kind of commercial challenge you’d like to spend your time on, we’d love to hear from you.
Channel Account Manager employer: Binalyze
Binalyze is an exceptional employer that prioritises the growth and success of its employees, particularly in the role of Channel Account Manager. With a fully remote and flexible working environment, generous annual leave, and tailored benefits, we foster a culture of wellbeing and support. Our commitment to diversity and inclusion ensures that every team member can thrive, making Binalyze not just a workplace, but a community where your contributions truly matter.
StudySmarter Expert Advice🤫
We think this is how you could land Channel Account Manager
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Channel Account Manager at Binalyze, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Binalyze. Tailor your message to explain why you’re drawn to them and how you can contribute as a Channel Account Manager. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Channel Account Manager
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Binalyze:When writing your cover letter, make sure to tailor your message specifically for Binalyze. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Binalyze
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Binalyze that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Binalyze that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Binalyze’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
