Channel Account Manager - East

Description

This is a unique opportunity to join a fast-growing cybersecurity company at the forefront of securing AI-driven software development.

Cycode is the leader in agentic development security, with a mission to protect where AI risk is born. Our Agentic Development Security Platform secures the entire software development lifecycle in the age of AI, bringing AI governance, AI code security, software supply chain security, and ASPM together in one connected platform. Powered by Cycode AI and Maestro, our agentic orchestration engine, we help organizations identify real risk, prioritize what matters, and remediate critical vulnerabilities up to 17x faster.

Trusted by Fortune 500 enterprises worldwide, Cycode was named a Leader in the 2026 Gartner® Magic Quadrant™ for Software Supply Chain Security and in the IDC MarketScape for ASPM. Founded in 2019 and backed by leading investors including Insight Partners and YL Ventures, Cycode is building the future of secure, AI-native software development.

We are looking for a Channel Account Manager (CAM) with a proven track record to join our US sales team and own our channel business across the East region. This role reports to the Head of Global Channels and is a strategic member of the team.

As a CAM, you will build and grow Cycode's partner ecosystem in your territory. You will deepen relationships with our key partners, recruit and activate new ones, and turn them into a meaningful, repeatable source of pipeline and revenue. You will work hand in hand with our regional sales teams to drive joint wins, and you will own partner-sourced and partner-influenced revenue in your territory.

To be successful in this role, you must bring strong, existing relationships with leading security partners in your region. You should be equally comfortable building executive relationships with partner leadership and working side by side with partner sellers on specific opportunities. This is a builder role: you will have real ownership and a direct impact on how Cycode goes to market through partners.

Key Responsibilities

• Own the channel business in your territory, including partner-sourced pipeline, partner-influenced revenue, and quota attainment.
• Manage and grow relationships with key strategic partners, including GuidePoint Security, Optiv, and Trace3.
• Recruit and onboard new partners, including VARs, MSSPs, and system integrators, with a focus on partners that can drive meaningful AppSec and DevSecOps business.
• Build and execute joint business plans with key partners, including targets, account mapping, marketing activities, and enablement milestones.
• Enable partner sales and technical teams to position, sell, and demo Cycode's platform, including Cycode AI, Maestro, and our agentic workflows.
• Build strong seller-to-seller relationships between partner reps and Cycode's regional sales teams, and drive collaboration on account planning and joint opportunities.
• Generate net-new pipeline through partner-led campaigns, events, and joint go-to-market activities.
• Work closely with Cycode's sales leadership to align on territory strategy, deal registration, and rules of engagement.
• Run regular business reviews (QBRs) with partners to track performance, address gaps, and identify growth opportunities.
• Act as the partner's internal voice, sharing feedback with Sales, Marketing, and Product to strengthen Cycode's channel program.
• Maintain accurate forecasting and pipeline reporting in Salesforce.

Requirements

• 3+ years of channel sales or partner management experience in cybersecurity
• Strong existing partner relationships across the East Coast, including GuidePoint Security
• Strong relationships with Optiv and Trace3
• Proven track record of meeting or exceeding channel quota
• Experience recruiting and activating new partners, not only managing an established program
• Ability to work cross-functionally with sales, marketing, and leadership teams in a fast-paced environment
• Excellent communication and presentation skills, with the ability to engage both partner executives and individual sellers
• Self-starter with a high sense of ownership, integrity, and a team-player mindset
• Willingness to travel within the territory

  Advantages:

• Experience in Application Security (AppSec), DevSecOps, or cloud security
• Experience at a growth-stage or mid-sized security vendor
• Experience with structured sales methodologies such as MEDDPICC
• Experience with Salesforce and partner relationship management (PRM) tools