Account Manager - Cloud & Cybersecurity (Distribution)

Summary

We are seeking an Account Manager - Cloud & Cybersecurity (Distribution) to drive revenue and grow relationships with MSPs, MSSPs, and distribution partners. The ideal candidate has experience in cloud and cybersecurity solutions, understands partner ecosystems, and excels at building collaborative, high-impact relationships.

Job description

FUNCTIONAL RESPONSIBILITIES AND DUTIES

Revenue Growth & Customer Acquisition

• Drive new customer acquisition and expand revenue within existing accounts across cloud marketplaces and MSP ecosystems.
• Identify, pursue, and close new business opportunities aligned with cloud, cybersecurity, and managed services offerings.
• Build and execute strategic account plans to grow revenue, wallet share, and customer engagement.
• Track, forecast, and report on pipeline performance and quarterly revenue goals.

Cloud Platform & Marketplace Management

• Manage business relationships and growth initiatives with partners such as:

• Microsoft Azure

• AWS (Amazon Web Services)

• Ingram Micro Cloud

• TDS Cloud

• D&H Cloud

• Pax8

• Regional & national MSP partners

• Understand marketplace listing processes, product positioning, billing models, and go-to-market programs specific to each platform.

• Support onboarding, enablement, and activation of partners within cloud marketplaces.

Cybersecurity Expertise

• Act as a trusted advisor to partners, providing insights on cybersecurity solutions, industry threats, and best practices.
• Align cloud and cybersecurity offerings to partner needs and customer requirements.
• Collaborate with internal product, operations, and security teams to support solution design and deployment efforts when needed.

Partner Engagement & Enablement

• Conduct regular business reviews with distributors, cloud marketplaces, and MSP partners.
• Drive partner enablement sessions, webinars, and sales trainings to promote adoption of cloud and security solutions.
• Serve as the main point of contact for partner escalations, growth programs, and joint go-to-market initiatives.

Cross‑Functional Collaboration

• Work closely with sales leadership, marketing, operations, and product teams to support growth objectives.
• Provide partner and customer insights to inform roadmap decisions and program enhancements.
• Collaborate with marketing to build campaigns tailored to cloud marketplaces and MSP ecosystems.

REQUIREMENTS

Education and Experience:

• 2-5 years in account management, channel, or distribution sales within cloud technology or cybersecurity.
• Hands-on experience with at least two of: Microsoft Azure, AWS, Ingram Micro Cloud, Pax8, D&H Cloud, TDS Cloud, or MSP partner networks.
• Strong knowledge of cloud business models, marketplaces, and cybersecurity solutions.
• Proven ability to drive revenue, acquire customers, and manage strategic partner relationships.
• Excellent communication, negotiation, and presentation skills.
• Willingness to travel within North America as needed.

Preferred:

• Experience with distributor-led go-to-market programs.
• Prior experience in cybersecurity solution selling or distribution operations.

Benefits

Health & well-being

• Cigna Medical Plan
• Cigna Dental Plan
• EyeMed Vision Plan
• Reliance Standard Life Insurance
• Reliance Standard Long Term Disability Plan
• HealthJoy Employee Assistance Program
• Cigna Supplemental Insurance
• Lifestyle Spending Account
• Bi-Weekly Mediation Series
• On-site Gym and shower facilities

Family

• Volunteer Day off
• Paid Time off
• Tuition Reimbursement
• Birthing Parent Match
• Pet Insurance

Office

• Recreational Zone
• Coffee & Snacks
• Parking Benefit

Other

• Benefit Hub - Discounts on travel, cars, electronics, etc…
• 401(k) retirement savings
• ESET's Charitable Contributions Program
• Referral Program

Primary location

Rochester

Additional locations

Time type

Full time