Channel Account Manager, Japan

Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. The Channel Account Manager (CAM) - Japan will play a pivotal role in establishing and nurturing relationships with key security resale and MSSP partners to drive sales growth within a designated territory.

Responsibilities

Partner with Account Executives to identify and foster relationships with key Partner and MSSP accounts; Proactively identify and recruit high-potential security resale and MSSP partners; Streamline onboarding and implement enablement strategies for new partners; Maintain and strengthen existing partner relationships; Implement targeted channel sales strategies with AEs; Identify and map accounts actively engaged by partners to enhance pipeline development; Plan and execute regional partner events; Develop comprehensive regional business plans to achieve sales targets; Oversee partner marketing funds for joint marketing efforts; Drive generation of sales leads and convert them into new business opportunities; Leverage leads generated by H3 Sales Development Representatives; Manage the partner pipeline, including deal registrations, and qualify and approve deals with AEs; Establish a regular cadence with key partner Vice Presidents and Directors; Monitor competitor activity within the channel and report to the executive team; Provide frequent, detailed progress updates on weekly and monthly sales goals

Requirements

5+ years of proven experience in Security Channel and MSSP sales, with a track record of driving revenue and building partnerships; Deep knowledge of core cybersecurity concepts, prevalent threats (e.g., ransomware, phishing), and solutions (e.g., firewalls, SIEM, endpoint protection, cloud security); Comprehensive understanding of the cybersecurity vendor landscape and ecosystem, including key players, solutions and differentiation; Proven success in driving sales through security channel partners in the region, consistently meeting or exceeding revenue goals; Extensive experience recruiting, onboarding, and scaling security resellers and MSSPs; Deep knowledge of MSSP business models, go-to-market strategies, pricing, and services; Expertise in partner enablement, training MSSP/partner teams (pre-sales, post-sales, support); Understanding of how Channel & MSSP maturity varies by country and tailoring strategy accordingly; Established proven relationships with key cybersecurity resale and MSSP partners in region; Team Player: ability to collaborate with AEs, SEs, and Marketing; High Energy: thrives in a fast-paced environment; Excellent presentation, written, and overall communication skills; Expertise in using Salesforce for sales management and reporting; Fluency in Japanese and English

Benefits

Inclusive Team; Growth Opportunities; Innovative Culture; Competitive salary and benefits including health, vision & dental care for you and your family; Flexible vacation policy; Generous parental leave