About Prelude
Prelude Security is pioneering a new standard in security validation. Our platform helps organizations confidently answer, “Are we protected?” by continuously evaluating the effectiveness of security controls and uncovering control gaps, control health issues, and policy misconfigurations. We integrate with customers’ existing tools so security teams can optimize defenses and proactively address risk.
We are a fully remote team across the U.S. and Canada, built on trust, autonomy, and excellence. We move fast, prioritize quality, and empower top performers to take ownership and continuously improve.
Role
We’re hiring an experienced Channel Account Manager (CAM) to build and scale Prelude’s reseller/VAR and MSSP channel from the ground up. You’ll recruit, onboard, and activate partners; drive joint go‑to‑market plans; enable partner sellers and technical teams; and deliver tangible revenue impact through partner‑sourced and partner‑influenced pipeline. This role is highly cross‑functional and will collaborate with Sales, Marketing, Product, and Technical Account Management.
Responsibilities
Recruit & Activate Partners: Identify and sign priority VARs, MSSPs, and distributors; conduct due diligence; negotiate agreements; set activation plans and success criteria.
Build Joint Business Plans: Co‑create 6–12 month partner plans with pipeline, revenue, enablement, and marketing targets; review performance in monthly check‑ins and quarterly business reviews (QBRs).
Enablement & Certification: Deliver sales play training, positioning, objection handling, and demo guidance; coordinate technical enablement and certification with Sales Engineering.
Pipeline & Deal Management: Launch deal registration, define SLAs, and manage co‑sell motions with Prelude AEs; forecast partner‑sourced and partner‑influenced pipeline.
MDF & Co‑Marketing: Propose, manage, and optimize market development funds (MDF) for events, campaigns, and demand generation; prove ROI with clear attribution.
Program Operations: Stand up and iterate the partner program (tiers, benefits, requirements); maintain partner portal content; drive adoption of PRM and CRM processes.
Territory Execution: Create plays with national and strategic partners (e.g., large VARs/distributors); develop executive alignment between Prelude and partner leadership.
Partner Experience: Serve as the escalation path for partner issues; coordinate internal specialists to resolve blockers and accelerate deals.
Market Feedback: Capture partner and customer insights to inform product roadmap, pricing, and packaging.
Governance & Compliance: Ensure channel policies (discounting, deal reg, code of conduct) are followed; maintain accurate records in CRM/PRM.
Skills and Experience
Required
5+ years in channel management at a cybersecurity or IT SaaS vendor, with proven success recruiting and scaling VAR/MSSP partners.
Track record meeting/exceeding partner‑sourced revenue and pipeline targets in an assigned region or segment.
Strong relationships across leading channel ecosystems (e.g., national VARs, distributors, and security‑focused partners).
Hands‑on experience building joint business plans, running QBRs, managing MDF, and enabling partner sellers/SEs.
Operational fluency with Salesforce (or similar CRM) and PRM/partner portals; disciplined approach to forecasting and hygiene.
Excellent communication and executive presence; comfortable influencing across Prelude and partner leadership.
Ability to travel as needed for partner meetings, events, and enablement.
Nice to Have
Zero‑to‑one experience launching a partner program (tiers, benefits, requirements, incentives) at an early‑stage vendor.
Existing relationships with top security partners (e.g., CDW, SHI, WWT, Optiv, ePlus, GuidePoint, Presidio) and distributors.
Background in endpoint/XDR, vulnerability management, security validation/CTEM, SIEM/SOAR, or adjacent security categories.
Familiarity with MSSP packaging, service catalog creation, pricing, and cross‑sell motions.
Experience with distribution agreements and rebate programs.
Working at Prelude
Prelude is a fully remote team across the US & Canada, built on trust, autonomy, and excellence. We empower our team to take ownership, move with purpose, and continuously improve. Our culture values top performers who align with our mission and embrace high standards. We offer generous healthcare, flexible PTO, and home-office support, ensuring our team has the freedom and resources to thrive. While we move fast, we prioritize quality, collaboration, and remain committed to building impactful security solutions with precision.
If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.
Constellation Brands is hiring an Associate Manager to expand and drive sales for its Wine & Spirits Club and eCommerce channels while ensuring personalized, high-touch member experiences.
Experienced technical sales and business development leader sought to grow revenue and market presence for a CNC precision machining and fabrication company in Fort Wayne.
Lead sales operations and multi-site maintenance strategies as Division Manager for K+S Services, driving growth, customer relationships, and KPI-driven performance across the Hartford region and assigned plants.
Drive territory growth in Texas by promoting Telix's radiopharmaceutical portfolio, managing accounts, and launching new oncology imaging products to clinical and hospital customers.
Drive corporate fundraising and membership programs for the Exploratorium by cultivating, soliciting, and stewarding corporate partners to support exhibitions, programs and events.
Lead Vuori's Philadelphia retail team to deliver outstanding customer experiences, manage daily operations, and support inventory and merchandising efforts.
Drive enterprise account growth for KnowBe4 by selling the full security awareness product suite and expanding strategic relationships across the greater Tampa Bay market.
Work remotely as an SDR at PartsBase to drive lead generation and qualify B2B opportunities for the world’s largest aviation marketplace.
Sales Professional to guide families through pre-planned funeral and cemetery solutions while completing training and leveraging CRM tools to meet sales targets.
Constellation Brands is hiring a data-driven Category Leadership Manager to lead space management, planogram design, and category insights for assigned retail accounts in the Illinois market.
Quiq is seeking a senior Enterprise Account Executive (New Business) to drive new logos at large enterprises by leading strategic, consultative sales cycles for AI-driven customer experience solutions.
Lead and scale Assort’s partner ecosystem from 0 to 1, building partnerships, integrations, and co-sell programs that drive measurable revenue and expand patient access.
Senior Account Executive responsible for growing AWS adoption across Oklahoma state government accounts by combining strategic sales, technical insight, and partner collaboration.
We help people find work that they love.Prelude is a technology company building a better hiring process. We’re improving interviewing by removing friction, increasing transparency, and creating more joy. We help candidates and teams see the best ...
2 jobs