The Channel Account Manager will develop partner relationships, drive pipeline generation, collaborate on campaigns, and increase revenue in the West region.
About Grip
Grip Security is one of the fastest-growing cybersecurity startups, solving one of the most urgent problems facing enterprises today: securing the SaaS sprawl. We’re backed by top-tier investors and trusted by Fortune 500 customers to protect their most critical applications. Our team is lean, fast-moving, and ambitious — and marketing is at the center of how we scale.
As the Channel Account Manager (CAM) for the West, you’ll build and grow relationships with regional and national partners to drive new opportunities, deal registrations, and revenue. You’ll collaborate closely with Grip’s Regional Sales Managers and Marketing to launch campaigns, enable partners, and execute on joint go-to-market plans
You’ll be the face of Grip to your partner ecosystem — connecting people, driving activity, and turning partnerships into results.
Key Responsibilities
- Take full ownership of pipeline generation in region through the channel — building, tracking, and driving opportunities from first conversation to deal registration.
- Proactively identify target accounts with partners and launch joint outbound campaigns to create new opportunities.
- Maintain clear visibility into all partner-sourced and influenced deals; drive accountability with weekly pipeline reviews and forecasting.
- Run account mapping sessions, campaigns, and enablement sessions that lead to measurable pipeline impact.
- Partner closely with Grip’s Regional Sales Managers to align on strategy and ensure consistent follow-up on every qualified lead.
- Build strong relationships with partner sales teams and keep Grip top-of-mind through regular engagement, QBRs, and field activity.
- Work with marketing on local events and partner campaigns that directly support pipeline creation.
- 5+ years of experience as a Channel Account Manager (CAM)
- Relevant experience in cybersecurity, SaaS, or IT channel sales.
- Strong understanding of the channel ecosystem and how to work with VARs and LVARs.
- Proven success building and maintaining strong partner relationships.
- Experience selling or supporting SaaS or security products.
- Familiar with Salesforce and PRM tools.
- Understand deal registration, MDFs, and QBRs.
- Excellent communication and presentation skills.
- Comfortable in a fast-moving, high-growth environment.
- Willing to travel up to 50% across the West region.
Top Skills
Salesforce
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