Channel Account Manager, Japan

About the role

Get to Know Us Horizon3.ai is a fast-growing, remote cybersecurity company dedicated to the mission of enabling organizations to proactively find, fix and verify exploitable attack vectors before criminals exploit them. Our flagship product,  the NodeZeroTM platform, delivers production-safe autonomous pentests and other key assessment operations that scale across the largest internal, external, cloud, and hybrid cloud environments. NodeZero has been adopted by organizations of all sizes, from small educational institutions to government agencies and Global 100 enterprises. It is used by IT Ops/SecOps teams, consulting pentesters, and MSSPs and MSPs.   We are a fusion of former U.S. Special Operations cyber operators, startup engineers & operators, and formerly frustrated cybersecurity practitioners. We're committed to helping solve our common security problems: ineffective security tools and false positives, resulting in alert fatigue, blind spots, "checkbox” security culture, cybersecurity skills shortage, and the long lead time and expense of hiring outside consultants. Collectively, we are a team of learn it alls, committed to a culture of respect, collaboration, ownership, and results. As a remote first company, we require minimum 25Mbps consumer grade broadband connection. What You’ll Do The Channel Account Manager (CAM) - APJ, 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.  This position will collaborate closely with regional Account Executives and cross-functional teams to execute channel sales strategies effectively. The Channel Account Manager (CAM) will drive partner-generated sales leads by strategically collaborating with partners to identify and pursue high-value opportunities. They will cultivate and manage robust partner relationships, ensuring Horizon3.ai http://Horizon3.ai remains a trusted and preferred cybersecurity solutions provider. By leveraging a proven track record in channel sales, the CAM will uphold H3’s reputation as a results-oriented leader, aligning efforts with the company’s strategic objectives. - Resale & MSSP Partner Recruitment: Proactively identify and recruit high-potential security resale and MSSP partners to ensure optimal regional coverage, capability, and capacity. - Partner Onboarding & Enablement: Streamline the onboarding process for new security resale and MSSP partners, implementing robust enablement strategies to drive rapid adoption and sales productivity - Partner Relationship Development & Strategy Execution: - Partner with Account Executives in the region to strategically identify and foster robust relationships with key Partner and MSSP accounts, driving mutual growth and alignment. - Proactively maintain and strengthen existing partner relationships to position Horizon3.ai http://Horizon3.ai as the preferred, top-of-mind partner for cybersecurity solutions. - Collaborate closely with AEs to implement targeted channel sales strategies that align seamlessly with Horizon3.ai http://Horizon3.ai’s overarching business objectives. - Systematically identify and map accounts actively engaged by partners to optimize sales opportunities and enhance pipeline development. - Plan and execute regional partner events to foster relationships and drive business growth. - Develop comprehensive business plans for each region to achieve sales targets and objectives. - Oversee the management of partner marketing funds to drive joint marketing efforts effectively. - Lead Generation, Pipeline Management and Conversion: - Drive the generation of sales leads and convert them into new business opportunities, contributing to revenue growth. - Leverage leads generated by H3 Sales Development Representatives to build momentum and facilitate collaboration within the channel. - Manage the partner pipeline, including deal registrations, and collaborate with AEs to qualify and approve deals. - Executive Engagement: Establish a regular cadence with key partner Vice Presidents and Directors to provide support and updates on progress. - Competitor Monitoring: Keep a vigilant eye on competitor activity within the channel and report findings to the executive team. - Progress Reporting: Provide frequent, detailed updates on the status of weekly and monthly sales goals, ensuring transparency accountability. What You’ll Bring  - Cybersecurity & Domain Experience: - 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), enabling effective communication with technical and business stakeholders. - Comprehensive understanding of the cybersecurity vendor landscape and ecosystem, including key players, solutions and differentiation. - Channel Partner & MSSP Expertise: - Proven success in driving sales through security channel partners in the region, consistently meeting or exceeding revenue goals via strong relationships. - Extensive experience recruiting, onboarding, and scaling security resellers and MSSPs to build high-performing partner networks aligned with business goals. - Deep knowledge of MSSP business models, go-to-market strategies, pricing, and services, enabling tailored, high-value partner engagements. - Expertise in partner enablement, using best practices to train MSSP/partner teams (pre-sales, post-sales, support) to effectively deploy and support Horizon3.ai http://Horizon3.ai’s platform. - APJ Market Regional Channel & MSSP Landscape: - Understanding of how Channel & MSSP maturity varies by country (e.g., Japan vs. India vs. Australia) and tailor strategy. - Established proven relationships with key cybersecurity resale and MSSP partners in region. - Travel: Willingness and ability to travel up to 50% of the time. - Team Player: Ability to collaborate effectively with various functional groups, including AEs, SEs, and Marketing. - High Energy: Thrives in a fast-paced work environment and exhibits high levels of energy and enthusiasm. - Communication Skills: Excellent presentation, written, and overall communication skills, with the ability to articulate the H3 value proposition to both small and large groups. - Sales Tools: Expertise in using Salesforce.com http://Salesforce.com (SFDC.com http://SFDC.com) for efficient sales management and reporting. Travel Required  We are a fully remote company, and this job may require up to 50% of travel to be successful. Perks of Horizon3.ai http://Horizon3.ai - Inclusive Team: We value diversity and promote an inclusive culture where everyone can thrive. - Growth Opportunities: Be part of a dynamic and growing team with numerous career development opportunities. - Innovative Culture: Work in a collaborative environment that encourages creativity and out-of-the-box thinking. - Remote Work: We are a 100% remote company. Enjoy the flexibility to work in the way that supports you and brings out your best.  - Competitive Compensation: We offer competitive salary and benefits which includes health, vision & dental care for you and your family, a flexible vacation policy, and generous parental leave.  Compensation and Values At Horizon3, we believe that our people are our greatest asset, and our compensation philosophy reflects this core value. We are committed to fostering an environment where all employees feel valued, respected, and rewarded for their contributions. Our compensation structure is designed to be fair, competitive, and transparent, ensuring that every team member is recognized and compensated equitably across roles, levels, and locations. You Belong Here Horizon3 is not just an equal opportunity employer - we are a community that values diversity, equity, and inclusion as fundamental principles of our culture and success. We are dedicated to fostering a workplace where everyone feels welcome and respected, regardless of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, or any other legally protected status by law. Our commitment to diversity and inclusion means we strive to attract, develop, and retain a workforce that reflects the varied communities we serve. We believe that diverse perspectives drive innovation and strengthen our ability to create cutting-edge cybersecurity solutions. At Horizon3, every team member is valued and supported in an environment that encourages personal and professional growth. We welcome candidates from all backgrounds and experiences, and we encourage all qualified individuals to apply. Come be a part of Horizon3, where your unique contributions are recognized, and your potential is limitless. Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change at any time with or without notice.  Application Note In any materials you submit, you may redact or remove age-identifying information such as age, date of birth, or dates of school attendance or graduation. You will not be penalized for redacting or removing this information.