Channel Account Manager, DIB/MSSP

Title: Channel Account Manager, DIB/MSSP Location: Remote - US

Hypori is looking for a builder-minded Channel Account Manager to join our growing commercial sales team. You will recruit, enable, and drive revenue through the MSSPs, MSPs, RPOs, and C3PAOs that serve small and mid-size defense contractors, building partners who sell, deploy, and support Hypori on their own. You will report to the VP of Commercial Sales.

More than 100,000 companies sit in the Defense Industrial Base, and most buy security from the partner that runs their IT. Hypori gives those partners a proven answer: more than 95,000 Department of War users are on the platform today, and we hold IL5, FedRAMP High, NIAP Common Criteria, NSA CSfC, CMMC 2.0 Level 2, and SOC 2 Type II, so it clears review with defense clients. The DIB partner program is being built from scratch, and the person in this seat builds it.

Responsibilities

• Own an annual target for new MSSP, MSP, RPO, and C3PAO partners serving defense contractors
• Source partners through outbound, the CMMC practitioner community, and events including CMMC CON, AFCEA small business forums, and Hypori CMMC Accelerate
• Understand the partner’s why first: why add Hypori, why now for their clients, what it does for their practice and margin, and why not stick with the status quo
• Qualify partners on DIB client base, CUI exposure, GCC High or enclave practice, and willingness to sell, then negotiate and sign agreements across referral, co-sell, and resell tiers
• Take every new partner to first transaction on a defined timeline, and move partners from referral to selling on their own as an extension of Hypori
• Build and run the partner certification path with the channel sales engineer
• Get partner sellers ready to position isolation and defend the scope reduction argument to their clients
• Own partner content, deal registration, the partner portal, and the enablement calendar
• Carry a partner-sourced and partner-influenced revenue number and forecast it accurately in Salesforce
• Run joint business plans and quarterly business reviews with top partners, and co-sell into partner client bases with Hypori account executives and sales engineers
• Work with Carahsoft, our distributor, on distribution and procurement paths, including opportunities under 100 licenses, and with Marketing on campaigns, co-branded content, and events
• Report monthly on recruitment, time to first transaction, pipeline, and revenue by tier
• Over time, help stand up the foundation for a broader security reseller and solution provider channel

Qualifications

• 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor
• Experience building a DIB-focused MSP or MSSP partner program, not just managing an existing one
• A track record of recruiting and activating MSP or MSSP partners from signature to first transaction and beyond
• Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB
• Working knowledge of CMMC 2.0 and NIST SP 800-171: CUI vs. FCI, the 5 asset categories, SPRS scoring, and DFARS 7012 obligations
• Experience carrying and hitting a partner-sourced or partner-influenced revenue number
• Experience building your own enablement material, and familiarity with deal registration, partner portals, and margin structures
• Strong Salesforce and pipeline hygiene
• Location: Remote, United States, with travel up to 40 percent to partner sites and industry events

Who You Are

• Speed: You move with urgency and get things done today, not next week
• Focus: You spend your time on the partners who will actually sell
• Extreme ownership: Your program, your partners, your number. No excuses
• Accountability: You do what you say, when you say. You flag slips early
• Coachability: You ask for feedback, act on it, and get better
• Humility: You know what you don’t know, and you say so
• Creativity: You find new ways to recruit partners and get them selling

Preferred Attributes

• Technical credibility: Partners only carry products their engineers and compliance leads believe in. You will have a dedicated channel sales engineer, but this is still a technical role, and you should be able to have these conversations whether your SE is in the room or not
• CMMC and 800-171: Walk a partner through how an unmanaged device moves from CUI Asset to out of scope. Speak to the External Service Provider question, FedRAMP Moderate equivalency under DFARS 7012, and shared responsibility
• Microsoft 365 GCC High: Commercial vs. GCC vs. GCC High, enclave vs. full-tenant migration, and where Hypori shrinks the GCC High footprint
• Endpoint and mobile: MDM, UEM, MAM, mobile threat defense, enterprise browser, VDI, and DaaS. You know where the data rests in each
• Hypori platform: Run a partner enablement session covering architecture, deployment scoping, licensing, and what each accreditation means to a client
• MSP operations: RMM and PSA platforms, per-seat packaging, margin expectations, and multi-tenant administration
• Prior time at an MSP, MSSP, RPO, or C3PAO serving defense contractors
• CMMC CCP or CCA certification
• Military service or Department of War civilian experience

About Us

Compensation: $215,000 – $235,000 on-target earnings (commensurate with experience). Variable compensation is uncapped, with accelerators above 100 percent attainment, and the role includes equity. Targets are based on partner-sourced and partner-influenced revenue, plus partner recruitment and activation.