HackerOne is the global leader in human-powered security, harnessing the creativity of the world’s largest community of security researchers with cutting-edge AI to protect your digital assets. The HackerOne Platform combines the expertise of our elite community and the most up-to-date vulnerability database to pinpoint critical security flaws across your attack surface. Our integrated solutions, including bug bounty, pentesting, code security audits, spot checks, and AI red teaming, ensure continuous vulnerability discovery and management throughout the software development lifecycle. Trusted by industry leaders such as Coinbase, General Motors, GitHub, Goldman Sachs, Hyatt, PayPal, and the U.S. Department of Defense, HackerOne was named a Best Workplace for Innovators by Fast Company in 2023 and a Most Loved Workplace for Young Professionals in 2024.

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 organization 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 the United States (ideally, Central time) 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

• Analyze partner performance regularly, provide insights and recommendations to optimize 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.

• National 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 the United States 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.