Channel Account Manager – Cybersecurity Sales (ControlCase)
Posted on: January 25, 2026 | Remote-USA
Company Name: Control Case | Application Deadline: Rolling Basis
Team: Global GTM Team | Reports To: SVP Sales
Division: Sales & Business Development
Location: Remote (United States) | Employment Type: Full-Time
Schedule: Standard Business Hours | Experience Level: 05-07+ Years
Join a Global Leader in Cybersecurity and Compliance
ControlCase stands at the forefront of global certification, cybersecurity, and continuous compliance services, empowering organizations worldwide to build robust information security programs. As a Channel Account Manager, you'll play a pivotal role in expanding our partner ecosystem while helping businesses navigate the complex landscape of cybersecurity compliance requirements including PCI DSS, HITRUST, SOC 2 Type II, ISO 27001, and numerous other critical certifications.
This remote position offers an exceptional opportunity for experienced channel sales professionals who thrive in building strategic partnerships within the Managed Service Provider (MSP) and Managed Security Service Provider (MSSP) communities. You'll be joining a dynamic organization recognized across the industry for its commitment to simplified, cost-effective compliance solutions that serve both on-premises and cloud environments.
Position Overview
The Channel Account Manager role represents a cornerstone position within ControlCase's ambitious growth strategy. As industries increasingly prioritize cybersecurity measures, the demand for trusted compliance partners continues to escalate. This position requires someone who understands how organizations evaluate potential technology partnerships and can articulate value propositions that resonate with decision-makers.
You'll serve as the primary architect of partner relationships within your assigned territory, identifying opportunities where ControlCase's comprehensive service portfolio aligns with MSP, MSSP, and Value-Added Reseller (VAR) business models. The successful candidate will demonstrate an innate ability to translate complex technical capabilities into compelling business outcomes, ensuring partners can confidently position ControlCase solutions to their client bases.
Working closely with our sales and marketing leadership teams, you'll develop territory-specific strategies that drive both partner recruitment and revenue generation. This isn't merely about meeting quotas—it's about building an ecosystem of trusted advisors who view ControlCase as their preferred compliance and cybersecurity partner. Many professionals exploring opportunities in this field find valuable insights through platforms that aggregate industry job trends and employer information, helping them understand how different organizations approach channel development and partnership cultivation.
Your day-to-day responsibilities will encompass everything from initial partner identification through ongoing relationship management, including quarterly business reviews, co-selling activities, and strategic planning sessions. You'll need to balance multiple priorities simultaneously while maintaining the flexibility to adapt as market conditions and partner needs evolve.
Key Responsibilities
Partnership Development and Management
- Build Strategic Relationships: Cultivate and expand ControlCase's presence as a global cybersecurity and compliance leader specifically within the MSP, MSSP, and VAR communities across your assigned territory
- Drive Revenue Growth: Serve as a key contributor to regional bookings and revenue targets, directly impacting company growth objectives through strategic partner engagement
- Manage Channel Programs: Execute partnership initiatives within ControlCase's established channel framework, spearheading new business development while nurturing existing alliance relationships with key solution provider accounts
- Enable Partner Success: Motivate, educate, and train partners on ControlCase's comprehensive product portfolio and emerging technologies, ensuring they possess the knowledge needed to represent our solutions effectively
Business Planning and Strategy
- Develop Comprehensive Business Plans: Create detailed strategies incorporating Market Development Fund (MDF) allocation, account penetration tactics, and profitability targets both independently and collaboratively with partner organisations
- Construct Revenue Frameworks: Build booking and non-booking business plans that align partner capabilities with ControlCase's strategic objectives
- Design Marketing Initiatives: Collaborate with partners to develop targeted marketing plans that generate incremental sales pipeline and drive measurable booking results
- Provide Strategic Guidance: Act as a channel strategist for regional team members, facilitating smooth lead transitions and account management handoffs when necessary
Operational Excellence
- Deliver Training Programs: Provide ongoing sales and technical training to existing and prospective partners, ensuring they remain current on product developments and sales methodologies
- Execute Co-Selling Activities: Work alongside partners at their events and client engagements, demonstrating collaborative selling approaches that strengthen relationships
- Collaborate Cross-Functionally: Partner with ControlCase marketing and engineering teams to identify opportunities, resolve challenges, and accelerate revenue growth within your territory
- Manage Performance Metrics: Track, analyze, and forecast lead flow, conversion metrics, and booking achievement, providing regular updates on business performance and program status to leadership
- Conduct Business Reviews: Support partner review and Quarterly Business Review (QBR) processes with strategic and key accounts, ensuring alignment and identifying growth opportunities
- Achieve Revenue Targets: Carry and exceed monthly, quarterly, and annual booking targets through disciplined pipeline management and strategic partner activation
Understanding the hiring landscape and what successful candidates bring to these roles can be valuable. Professionals often research company culture and employee experiences through various career resources to ensure alignment with organizational values before applying to positions like this one.
Required Skills and Qualifications
Education and Experience
- Bachelor's degree or equivalent professional qualification required
- Minimum 5-7 years of demonstrated success in Channel Sales and solution selling, preferably within cybersecurity, compliance, or enterprise technology sectors
- Proven track record of meeting or exceeding revenue targets through partner-driven sales motions
- Established relationships and active contacts within the MSP, IT services, and cybersecurity landscapes
Technical and Professional Competencies
- Solution Selling Expertise: Deep understanding of consultative sales methodologies with ability to articulate complex technical solutions in business terms
- Data-Driven Decision Making: Experience using analytics, metrics, and performance data to measure impact, optimize strategies, and demonstrate ROI
- Channel Program Knowledge: Familiarity with partner enablement programs, MDF management, and channel incentive structures
- Technology Proficiency: Working knowledge of Salesforce CRM and Microsoft Office 365 suite (preferred but not required)
- Industry Awareness: Understanding of compliance frameworks such as PCI DSS, SOC 2, ISO 27001, HIPAA, and GDPR
Personal Attributes and Work Style
- Entrepreneurial Mindset: Self-starter mentality with eagerness to work in fast-paced, evolving environments where ambiguity is common
- Dynamic Energy: High-energy approach to relationship building with ability to inspire confidence and enthusiasm among partners and internal stakeholders
- Communication Excellence: Superior written and verbal communication skills, capable of presenting to C-level executives and technical audiences alike
- Deadline-Oriented: Strong organizational abilities with proven capacity to manage multiple complex initiatives simultaneously while meeting critical deadlines
- Travel Readiness: Willingness to travel to partner sites, industry conferences, and company meetings as needed to maintain active presence and strengthen relationships
- Motivation and Drive: Self-motivated professional who takes initiative, demonstrates resilience, and maintains focus on outcomes even when facing obstacles
- Intellectual Curiosity: Genuine interest in learning about emerging cybersecurity threats, compliance requirements, and industry trends that impact partner and customer needs
Successful channel professionals often demonstrate their capabilities through consistent relationship-building and strategic thinking. Those considering career advancement in this field benefit from exploring how leading organizations structure their channel programs and what distinguishes top-performing partner managers from their peers.
Career Growth and Learning Opportunities
ControlCase invests significantly in employee development, recognizing that our team's growth directly correlates with company success. As a Channel Account Manager, you'll have access to professional development resources designed to sharpen your skills in areas ranging from advanced negotiation techniques to emerging cybersecurity trends.
The remote nature of this position provides unique opportunities to build a geographically diverse network while developing expertise in virtual relationship management—skills increasingly valued in today's business environment. You'll work alongside seasoned sales professionals, learning from their experiences while contributing your own insights to our evolving channel strategy.
Career progression paths for successful Channel Account Managers at ControlCase may include advancement to senior channel leadership roles, regional management positions, or strategic partnership director opportunities. The company supports professional growth through training allowances, conference attendance, and mentorship programs that connect emerging talent with experienced executives.
Your exposure to various industries, compliance requirements, and business models will position you as a valuable cybersecurity and compliance specialist. This expertise becomes increasingly relevant as organizations across all sectors prioritize data protection and regulatory adherence. Many professionals find that researching employer reputations and understanding workplace culture through employee feedback platforms helps them make informed decisions about long-term career investments.
Company Culture and Work Environment
ControlCase cultivates a culture centered on intellectual curiosity, entrepreneurial thinking, and mutual support. We actively seek professionals who embrace challenges, thrive during periods of change, and genuinely celebrate their colleagues' successes. This collaborative environment encourages innovative thinking while maintaining the discipline necessary to serve highly regulated industries.
As a fully remote organization, we've intentionally designed our culture to transcend physical boundaries. Team members connect through regular virtual meetings, collaborative projects, and occasional in-person gatherings that strengthen relationships and align strategic priorities. We trust our employees to manage their schedules effectively while meeting commitments to partners and internal stakeholders.
The Channel Account Manager role embodies our cultural values by requiring independence, strategic thinking, and collaborative problem-solving. You'll need to be comfortable working autonomously while knowing when to engage teammates for support or expertise. This balance between independence and collaboration defines how ControlCase approaches both internal operations and external partnerships.
We recognize that our employees are our most valuable asset and demonstrate this through comprehensive benefits, professional development support, and leadership that genuinely values work-life integration. Understanding what drives employee satisfaction and retention in technology sales roles has informed how we structure compensation, recognition programs, and career development opportunities.
Compensation and Benefits
ControlCase offers a competitive compensation package that includes base salary plus performance-based incentives directly tied to partner-sourced bookings within your assigned region. This structure ensures that your success translates directly into financial rewards while aligning your efforts with company objectives.
Comprehensive Benefits Package Includes:
Work Environment and Equipment:
- Fully remote work arrangement with flexibility to manage your schedule
- Company-provided computer, monitor, and necessary peripherals to ensure productivity
- Monthly telephone and internet reimbursement to support home office operations
- Mileage and travel reimbursement for all business-related obligations
Time Off and Work-Life Balance:
- 21 days of paid time off annually, promoting genuine rest and rejuvenation
- Most standard U.S. holidays observed, providing time with family and friends
- Flexible scheduling that respects personal commitments while meeting business needs
Health and Wellness:
- Comprehensive medical insurance coverage
- Dental and vision insurance plans
- Flexible Spending Account (FSA) options for healthcare and dependent care expenses
- Employee Assistance Program providing confidential support for personal and professional challenges
Professional Development:
- Professional development assistance to support continuing education and skill enhancement
- Access to industry conferences, training programs, and certification opportunities
- Mentorship and coaching resources to accelerate career growth
This benefits structure reflects ControlCase's commitment to supporting employees holistically, recognizing that professional success depends on physical health, mental wellbeing, and continuous learning opportunities.
About ControlCase
ControlCase has established itself as the preeminent global provider of certification, cybersecurity, and continuous compliance services. Our mission centers on empowering organizations to develop and deploy simplified, cost-effective, and comprehensive strategic information security programs that protect sensitive data regardless of whether it resides on-premises or in cloud environments.
We offer an extensive portfolio of certifications and cybersecurity services addressing the most stringent compliance requirements across industries. Our expertise spans PCI DSS, HITRUST, SOC 2 Type II, ISO 27001, PCI PIN, PCI P2PE, PCI TSP, PA DSS, CSA STAR, CMMC, HIPAA, GDPR, SWIFT, FedRAMP, and numerous other frameworks that govern how organizations handle sensitive information.
What distinguishes ControlCase is our commitment to making compliance accessible and manageable. We understand that cybersecurity requirements can overwhelm organizations, particularly those without dedicated security teams. Our approach combines deep technical expertise with practical implementation guidance, helping clients achieve and maintain compliance without unnecessary complexity or expense.
Our global team serves clients across diverse industries, from healthcare and financial services to retail and technology. This breadth of experience informs how we develop solutions, ensuring our offerings remain relevant as threats evolve and regulations adapt to emerging risks. Professionals interested in learning more about our organizational approach and values can explore various resources that provide insights into our company culture and strategic direction.
As we continue expanding our partner ecosystem, the Channel Account Manager role becomes increasingly critical to our growth strategy. We're seeking individuals who share our commitment to excellence, understand the value of trust-based relationships, and can articulate how compliance drives business success rather than simply checking regulatory boxes.
How to Apply
If you're an accomplished channel sales professional with established MSP relationships and a passion for cybersecurity and compliance, we encourage you to apply for this Channel Account Manager opportunity. This role offers the chance to shape ControlCase's partner strategy while building meaningful relationships that drive measurable business outcomes.
To submit your application, please prepare a current resume highlighting your channel sales experience, partner relationships, and revenue achievements. Include a cover letter explaining why you're interested in this position and how your background aligns with ControlCase's needs. Be specific about your MSP, MSSP, or VAR relationships and describe situations where you've successfully built partner programs or exceeded booking targets.
Applications should be submitted through the ControlCase careers portal, where you'll find additional information about our company, culture, and current opportunities. Our recruitment team reviews applications on a rolling basis and will contact qualified candidates to discuss next steps in the selection process.
We value diversity and encourage applications from candidates with varied backgrounds and experiences. ControlCase is an equal opportunity employer committed to creating an inclusive environment where all employees can thrive. We make hiring decisions based on qualifications, skills, and experience without regard to race, color, religion, gender, national origin, age, disability, veteran status, or any other protected characteristic.
The interview process typically includes an initial phone screening, followed by video interviews with the hiring manager and cross-functional team members. Final candidates may be asked to present a territory plan or discuss their approach to specific partnership scenarios. We strive to make the process informative for candidates while efficiently identifying individuals who will excel in this role.
If you have questions about this position or the application process, please reach out to our recruitment team through the careers portal. We're happy to provide additional information that helps you determine whether this opportunity aligns with your career goals.
Why This Opportunity Matters
The Channel Account Manager position at ControlCase represents more than just a sales role—it's an opportunity to influence how organizations worldwide approach cybersecurity and compliance. In an era where data breaches and regulatory penalties pose existential threats to businesses, the partnerships you build will help companies protect their most valuable assets while maintaining customer trust.
You'll work at the intersection of technology, business strategy, and risk management, engaging with sophisticated MSPs who serve as trusted advisors to their clients. Your success will directly impact how effectively organizations can navigate increasingly complex compliance landscapes while focusing on their core business objectives.
This role offers the autonomy to build your territory strategy while leveraging ControlCase's reputation, resources, and expertise. You'll have the satisfaction of creating win-win partnerships where both ControlCase and our partners grow together, supported by solutions that genuinely solve critical business problems.
For the right candidate, this position provides the perfect blend of independence, strategic impact, and financial reward. If you're ready to join a growing organization that values innovation, relationship-building, and customer success, we look forward to reviewing your application.
ControlCase is an Equal Opportunity Employer
Join us in securing the digital future, one partnership at a time.
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