Channel Account Manager

Job Description

About Token

Ransomware and Phishing attacks are the largest threats facing every organization today. Token is revolutionizing how customers secure their organizations utilizing Next-Generation biometric, passwordless MFA. We deliver the next generation of access security, in multiple form factors, that is invulnerable to social engineering, malware, and removes the shortcomings of legacy MFA for organizations where breaches, data loss, and ransomware must be prevented.

What We Offer

A collaborative environment, with a competitive salary and stock option grants for all employees. We offer medical, dental, and vision insurance, PTO, wellness time, and unlimited sick time. Activism is an important part of our company culture. As such, we encourage volunteering by offering each employee one day to spend supporting an individual cause they care about, and one day as part of a Token team.

What You Offer

Token is building out our sales team and we’re looking for a high-energy Channel Account Manager. To expand our market reach, we need a skilled professional who can develop and manage strategic relationships with Managed Service Providers (MSP’s) to drive sales and grow market share. This role will focus on recruiting, enabling, and supporting partners to achieve mutual business goals. The CAM acts as the primary point of contact for partners and drives revenue generation through collaborative business planning and execution. You’ll be working with a strong team that thrives on communication, transparency, and is committed to building a safer, more secure world one ring at a time.

Responsibilities:

Identify, recruit, and onboard new channel partners aligned with Token’s goals and market segments.

Build strong, long-term relationships with partners to foster loyalty and sustained revenue growth.

Create and implement joint business plans and go-to-market strategies with partners.

Provide ongoing partner support including training, sales enablement, and marketing collaboration.

Monitor and report on partner performance, providing strategic insights and recommendations.

Ensure partner compliance with company policies, pricing structures, and contractual terms.

Collaborate with internal sales, marketing, and product teams to ensure partner success.

Represent Token at industry events, trade shows, and partner meetings as needed.

Embrace AI-driven insights to optimize channel performance, leveraging data analytics and machine learning tools to identify high-potential partners, forecast sales trends, and personalize partner engagement strategies.

Identify new market opportunities and drives partner strategies to penetrate high-growth verticals such as healthcare, finance, and government.

Core Competencies:

Adaptability: Able to quickly pivot plans and processes in response to evolving technologies, market trends, and security regulations.

Technical Aptitude: Solid grasp of biometric authentication technologies with the ability to clearly explain technical concepts to non-technical audiences.

Communication: Able to effectively deliver complex information clearly to partners, internal teams, and decision-makers.

Relationship Management: Builds trust-based relationships with value-added resellers (VARs), distributors, and systems integrators.

Results Orientated: Maintains a strong focus on revenue targets and partner performance metrics.

Educational Requirements:

Bachelor’s degree in Business, Marketing, Computer Science, or a related field is required.

Other Experience, Requirements & Qualifications:

3–5 years of experience with MSP’s bringing strong existing relationships.

Knowledge of biometric MFA technology.

Proven track record of managing channel ecosystems and exceeding sales goals in a technical B2B environment.

Experience working with CRM and partner management platforms (e.g., Salesforce, PRM tools).

Ability to manage multiple partner relationships and initiatives concurrently.

Willingness to travel for partner visits, tradeshows, and industry events.If you are an experienced Channel Account Manager with a passion for cybersecurity and a track record of success, we would love to hear from you. If you meet some, but not necessarily all, of the requirements we still encourage you to apply!

*This is a remote/telecommute role.*

Total compensation for this role is between 95,000 and 150,000 OTE, as a combination of salary and variable, depending on your unique mix of education and experience.

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Full-time

Fully remote