Channel Account Manager
$125k - $140k USD
Fortreum is a trusted leader in cloud and cybersecurity services, ranked in the Top 5 FedRAMP Third Party Assessment Organizations (3PAO). We provide independent, third-party and vendor-agnostic regulatory assessment and advisory services, coupled with advanced cybersecurity offensive and compliance technical services to our clients. Our comprehensive service portfolio includes regulatory compliance (FedRAMP, FISMA, SOC, ISO, HIPAA, CMMC, PCI) and technical security services (Penetration Testing, Red Teaming, Social Engineering, Attack Surface Analysis and others).
Working with Fortune 500 companies and leading cloud service providers, we've built our reputation on our service-delivery excellence and unwavering commitment to client success. Our rapid growth creates exceptional opportunities for driven professionals to make their mark in the cybersecurity industry with a focus on our core values:
Quality matters most
Customer-driven mindset
Autonomy to do your job
Personal accountability/stewardship
The Opportunity
The Channel Account Manager acts as the primary orchestrator of our channel revenue streams. You will evolve our ecosystem from a passive referral model into a proactive Co-Sell motion with Hyperscalers (AWS, Microsoft, Google and others) and Federal Systems Integrators (FSIs). Your goal is to integrate Fortreum’s services into the contract vehicles of major partners to unlock scale.
Key Responsibilities
Own and grow Microsoft channel-driven revenue and strategic alliances.
Execute joint GTM and partner-led growth initiatives (specifically in the Microsoft/CMMC space).
Enable internal sales teams and manage partner-sourced pipeline in Salesforce.
Hyperscaler Activation: Manage listings and relationships within the Microsoft Commercial Marketplace, driving "Co-Sell" status to capture committed cloud spend (EDP/MACC).
Referral Governance: Oversee the Partner Referral Program, ensuring strict adherence to the Referral Program Rules.
Partner Enablement: Equip partners with the "Partner Welcome Kit" and sales assets to ensure they can identify triggers for Assessment, Advisory and Technical Testing Services.
Platform Enablement: Train partners on the unique value proposition of the XRAMP Platform, enabling them to position Continuous Assessment as a solution for their clients' cloud compliance challenges.
Service Catalog Expansion: Ensure Fortreum’s full suite of Technical Testing services (Red Teaming, Penetration Testing) is accurately listed and transactable on Cloud Marketplaces (AWS/Azure).
Differentiation: Equip FSIs and Hyperscalers with messaging on how XRAMP reduces compliance "drift", helping them secure long-term cloud consumption commitments from their customers.
Act as the liaison between Channel partners and Direct Sales (AEs) to strictly enforce Rules of Engagement and mitigate channel conflict.
Required Qualifications
5+ years in Channel Sales/Alliances and Partner Management within cybersecurity and cloud services.
Strong understanding of the Microsoft partner ecosystem and services-led partnerships.
High proficiency in Salesforce with experience in pipeline management and forecasting.
Familiarity with Federal contracting, teaming agreements, and the role of FSIs.
Strong technical understanding of cybersecurity concepts and technologies.
Willingness to travel up to 40% of the time, primarily for domestic travel to client sites and industry events.
Posted Salary Range
$125,000 - $140,000 annual salary, OTE $160,000 - $210,000
What Fortreum Offers
We offer a competitive compensation package, where you will be rewarded based on your performance/outcomes and recognized for the value you bring to our business. You will be a part of something special as we continue to grow. The founders have a proven track record of successful company acquisitions/exit of both small and mid-market cybersecurity organizations. Our benefits package includes medical insurance, dental insurance, vision insurance, company paid short-term disability, company paid long-term disability, company paid AD&D and life insurance, flex time off, annual bonuses, training stipends, certification reimbursements, access to over 30,000 free online training courses, personal cell phone allowance, new hire and annual home office stipend, spot awards and eleven paid holidays.
An Affirmative Action and Equal Opportunity Employer
Fortreum is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. If you’d like to view a copy of the company’s affirmative action plan or policy statement, please email hr@fortreum.com. If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail hr@fortreum.com or call 703-594-1460. This email and phone number is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.