Partner Account Manager - APJ

Towards the end of our interview process is an in-person interview. 

Do you want to help make the world safe from cyber attack? 

At Corelight, we believe that the best approach to cybersecurity risk starts with the network.  Attackers can evade endpoint detection, firewalls and many other technologies - but they can’t avoid leaving digital footprints on the networks they traverse.  Built on open-source innovations from Zeek, Suricata and YARA and refined through years of real-world use,  Corelight transforms network footprints from physical, virtual and cloud networks into actionable insights.   Our customers use these insights to speed incident response and proactively hunt for threats.  

We are seeking a Senior Partner Account Manager to lead our APJ channel and alliances strategy and execution, with a primary focus on the ANZ market. This role requires an individual with deep expertise in cybersecurity channel sales and partner ecosystems. In particular, this individual will need to have an understanding of the channel and alliance partner landscape for the federal government and top ASX organisations. In addition, prior experience with large System Integrators and a thorough understanding of how Government contracts/tenders work is a plus. The Senior Partner Account Manager will be responsible for developing pipeline through partnerships, driving sales through channel partners, and aligning with business goals to accelerate growth in ANZ and more broadly in the APJ market.

Key Responsibilities

• Channel Strategy Development: Design and execute a comprehensive APJ channel strategy to drive revenue and growth through strategic partnerships.
• Partner Ecosystem Management: Identify partners affiliated with target accounts and develop co-selling and co-marketing plans in the region with relevant channel and ISV partners.
• Partner Recruitment - Selective partner recruitment and onboarding while maintaining strong relationships with existing partners to ensure mutual growth and success.
• Partner Enablement: Develop and implement programs to enable partners with the tools, training, and resources needed to sell Corelight solutions effectively.
• Revenue Growth: Drive revenue growth through the channel by overseeing sales pipelines, forecasting, and managing key metrics to ensure consistent achievement of financial targets.
• Collaboration with Internal Teams: Work closely with internal sales, marketing, product, and technical teams to ensure alignment of partner sales efforts with overall company objectives.
• Market Intelligence: Stay ahead of market trends, competitor offerings, and market shifts to provide partners with the latest solutions and go-to-market strategies.
• Compliance/Policies - Understanding at a high level of key compliance/regulations in the ANZ market  (eg. SOCI act for CI), to help drive business with partners, using compliance/regulatory drivers, specifically for CI.
• Performance Metrics: Establish key performance indicators (KPIs) and monitor the performance of channel partners, ensuring adherence to business objectives and high levels of partner engagement.
• SI Network - Leverage strong network within strategic SI’s with ties into Federal Government and Top ASX 100 accounts.
• Negotiation & Contracts: Lead the negotiation of contracts, pricing, and go-to-market agreements with channel partners while ensuring mutually beneficial terms.
• Partner Events & Networking: Represent the company at industry events, conferences, and partner meetings to network and identify new business opportunities.

Qualifications

• Experience: Minimum of 5+ years of experience in channel management, partner development, or sales leadership, with at least 5 years in the cybersecurity industry.
• Industry Knowledge: In-depth knowledge of cybersecurity solutions, trends, and challenges facing organizations in securing their digital assets.
• Leadership Skills: Proven ability to lead, influence, and motivate cross-functional teams, both internally and externally.
• Relationship Building: Strong relationship-building skills with partners, senior executives, and customers.
• Sales Acumen: Demonstrated success in driving sales through channel partnerships with a history of exceeding revenue goals.
• Communication Skills: Exceptional verbal and written communication skills with the ability to present complex technical solutions to a variety of stakeholders.
• Analytical Skills:Strong data-driven decision-making abilities with the capacity to analyze partner performance and adjust strategies accordingly.
• Education: Bachelor's degree in Business, Information Technology, or a related field. Advanced certifications in cybersecurity or channel management (e.g., CISSP, CISM, CompTIA Security+) are a plus.

Preferred Skills

• Familiarity with cybersecurity products and services such as threat intelligence, endpoint protection, cloud security, and managed security services.
• Established network within the cybersecurity partner ecosystem, including VARs,Tier 1 SI’s, MSSPs, and distributors.

Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight, Corelight is the fastest growing network detection and response platform in the industry.  Our customers trust us to protect mission-critical assets in leading enterprises, government, and research institutions worldwide.   We are leading the way with AI-assisted workflows, machine learning models, cloud security and SaaS-based solutions to arm defenders with the tools and knowledge they need to disrupt cyber attacks.    Our team of passionate innovators are dedicated to solving some of the toughest challenges in cybersecurity, while fostering a collaborative, inclusive, and growth-oriented culture. Corelight is committed to a geographically distributed yet connected employee base with employees working from home and office locations around the world.   At Corelight, we are proud of our diversity of background and thought, and we’re united by our strong shared culture and values.

We are looking forward to meeting you.  Check us out at www.corelight.com