Channel Account Manager (West)

Company Background Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide. As the Channel Account Manager (West), your main objective will be to identify, enable, and expand our relationships and revenue with West channel partners. Reporting to the VP Sales (West) you’ll be a key member of the team and your work will play a pivotal role in leading and expanding our market presence, driving revenue growth, and fostering strong relationships with our channel partners. In this role, you'll be the primary relationship owner for a portfolio of channel partners in your territory — VARs, MSSPs, GSIs, and distributors. You'll work at the intersection of sales, enablement, and strategy, helping partners understand our differentiated value and confidently bring our solutions to their customers. What You’ll Do: Recruit, develop and manage deep, trust-based relationships with channel partners across your territory, serving as their primary point of contact and internal advocate Own partner-sourced and partner-influenced pipeline targets, driving co-selling motions and joint go-to-market initiatives including campaigns, events, and solution packaging Build and deliver enablement programs that equip partner sales and technical teams to effectively position and demo Censys solutions, keeping them current on new capabilities and competitive differentiation Conduct regular business reviews and track partner performance metrics — pipeline contribution, deal registration, revenue attainment — providing data-driven insights to sales leadership What You Bring: 5+ years in channel sales, partner management, or alliances with a proven track record of driving revenue through indirect motions Cybersecurity industry experience required; familiarity with SOC operations, threat detection, or AI-driven security is a plus Deep understanding of East market dynamics and key players Strong communication, negotiation, and executive presence Highly organized and self-directed, with the ability to manage a large partner portfolio in a fast-moving startup environment Willingness to travel within territory as needed Our on-target earnings (OTE) range for this role is between $2400,000 USD and $280,000 USD + equity. For candidates being considered outside of the US, location specific market data will be evaluated and discussed during the interview process. Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information. For US Employees: Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Please see our careers page for more details. For employees located outside of the US, location-specific benefits are available and will the information pertaining to those will be provided to you during the interview process. California Privacy