Channel Account Manager, DACH

Responsibilities

• As a Channel Account Manager for DACH , you will own and grow a portfolio of channel partners (VARs, distributors, MSSPs/MSPs, and strategic alliances) to drive net-new revenue and expand Horizon3.ai 's presence in the region.
• Core Responsibilities
• Own and grow relationships with key German speaking channel partners, acting as the primary point of contact for business planning, pipeline development, and ongoing account management.
• Build and execute a joint go-to-market plan with this strategic partner, including sales plays, campaigns, enablement, and executive alignment.
• Recruit, onboard, and enable additional partners in the DACH territory, to complement and extend the impact of the strategic reseller relationship.
• Drive partner-sourced and partner-influenced pipeline by building joint account plans, campaigns, and activities with top regional partners.
• Collaborate closely with Regional Sales, SEs, and Marketing to execute DACH channel strategies, including co-selling, co-marketing, and events.
• Manage the full partner sales motion from opportunity identification through qualification, POV (proof of value), negotiation, and close in collaboration with account executives.
• Maintain accurate partner opportunity, contact, and activity data in Salesforce (SFDC) and related tools, ensuring forecast accuracy and pipeline hygiene.
• Deliver ongoing partner training and enablement on NodeZero™, including sales plays, messaging, and competitive positioning tailored to the DACH market.
• Run quarterly business reviews (QBRs) with strategic and growth partners to inspect pipeline, progression, and joint marketing and investment plans.
• Collect and share partner and customer feedback to influence product roadmap, pricing, and channel programmes.
• Champion Horizon3.ai 's channel strategy internally, advocating for DACH partner needs while reinforcing partner-first behaviours across the GTM organisation.

Requirements

• 5+ years of experience in a channel-focused role (Channel Account Manager, Channel Sales, Partner Manager, Alliances, or similar) in cybersecurity, InfoSec, or B2B SaaS .
• Demonstrated success building and monetising strategic reseller relationships in the DACH region, ideally including experience activating a large, national VAR or systems integrator.
• Proven track record of consistently exceeding revenue targets through partner-sourced and partner-influenced deals.
• Deep understanding of channel sales motions in the DACH market, including joint account planning, MDF/marketing campaigns, co-selling, and deal registration.
• Experience partnering with field and commercial AEs to drive joint opportunities and improve win rates.
• Strong sales process discipline - able to manage multiple deals simultaneously, run structured POVs, and negotiate complex opportunities.
• Excellent communication and presentation skills, comfortable in both virtual and in-person meetings with partners and end-customers.
• Proficiency with Salesforce (SFDC) and common sales/marketing tools (e.g., CRM, Outreach, LinkedIn Sales Navigator, ZoomInfo, Slack).
• Fluent in English and German ; additional European languages are a plus.
• Bachelor's degree or equivalent work experience required.
• Travel Required
• This is a remote role based in Germany. You can expect up to ~40% travel within the German speaking region (and occasionally wider EMEA) for partner meetings, customer visits, and events, as needed for success. Job-related travel expenses are reviewed and must be approved by your manager.
• Perks of 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-first: Enjoy the flexibility to work in the way that supports you and brings out your best.
• Competitive compensation: Competitive salary, equity, and benefits, including health, vision & dental insurance for you and your family, flexible vacation, and generous parental leave.
• Compensation and Values
• At Horizon3.ai , we believe that our people

Benefits

Additional Information

About Horizon3.ai Horizon3.ai is a fast-growing cybersecurity company on a mission to help organizations proactively find, fix, and verify exploitable attack vectors before adversaries exploit them. Our flagship platform, NodeZero™ , delivers production-safe autonomous pentesting and attacker-centric validation across internal, external, cloud, and hybrid environments. We are a fusion of former U.S. Special Operations cyber operators, startup engineers, and cybersecurity practitioners who were tired of ineffective tools, alert fatigue, blind spots, and "checkbox security." We operate with a culture of respect, collaboration, ownership, and results, and we're looking for a Channel Account Manager who thrives in fast-moving, high-growth environments.

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