Channel Account Manager
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Salt Security
NY
Summary
The Channel Account Manager will drive growth and success of API security solutions by managing and enabling strategic cybersecurity partners in the U.S. East region. Responsibilities include building pipeline, executing joint business plans, and collaborating cross-functionally to ensure partner success.
Job Description
About Salt Security
Salt Security is the leader in agentic and API security, protecting the world's most innovative enterprises from AI agent and API attacks. Agentic security is the practice of discovering and governing the relationships between LLMs, MCP servers, and the APIs that let AI agents take action. The Salt Security Agentic Security Platform secures the full agentic ecosystem, discovering all agents, MCP connections, and APIs, stopping attacks in real time, and eliminating vulnerabilities before they reach production. Salt Security was founded in 2016 and is backed by Sequoia Capital, S Capital, Tenaya Capital, Salesforce Ventures, Advent International, and other leading investors. For more information, visit salt.security.
At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.
Want to make a big difference? We encourage you to apply!
The use of APIs has allowed organizations to innovate faster, deliver improved customer experiences and compete in new markets. The challenge with such explosive growth of API usage is that APIs connect the world and provide access to organizations’ most sensitive data. This has left organizations trying to defend against an increasing attack surface and new attacks that have been introduced. In the last 12 months, API attacks increased in frequency by 681%.
Job Title: Regional Channel Account Manager – U.S. East
Location: Remote (U.S. East Region, NYC a plus)
About the Role: We are seeking a dynamic and results-driven, Channel Account Manager to drive growth and success of Salt’s API Security Solutions via our strategic partner ecosystem in the U.S. East Region. The ideal candidate will have knowledge of Cybersecurity and experience in Channel development, business development and enablement, with a strong ability to develop pipeline and execute partner strategies that align with business objectives.
Key Responsibilities:
- Channel Development & Activation: Strengthen and enable existing partnerships with key resellers across the East Region. Build and develop enduring relationships and pipeline with Cybersecurity Channel partners to drive mutual business growth. Demonstrated track record of partnerships with the likes of GuidePoint Security, Optiv, WWT, Defy, Trace3, Myriad360, Consortium, SHI, and CDW.
- Alliance Partner Engagement: Work closely with field sales and the Alliances Manager to engage Salt’s alliance partners in opportunities. Alliance partners include CrowdStrike, AWS & Kong.
- Business Growth & Sales Enablement: Regular travel and engagement with partners to drive ecosystem growth with Partners. Deliver on events and go-to-market strategies, joint business plans, and technical enablement. Measured on net new growth with channel and alliance partner generated opportunities and revenue.
- Cross-Functional Collaboration: Work closely with sales, marketing, product, and customer success teams to ensure seamless partner integration, enablement and success.
- Market Insights & Competitive Analysis: Stay informed about industry trends, competitor activities, and emerging market opportunities to refine partner strategies.
- Contract Negotiations & Compliance: Support partnership agreements, ensuring compliance with company policies and legal requirements.
- Training & Enablement: Deliver ongoing partner training and enablement programs to ensure partners are equipped with the right resources and knowledge.
Qualifications:
- 4+ years of Channel Sales experience with a cybersecurity vendor.
- Existing relationships and experience with security VARs in the Eastern region.
- AWS co-sell experience and Crowdstrike knowledge valued
- Proven ability to build and maintain strategic partnerships that drive revenue growth.
- Strong negotiation, communication, and relationship-building skills.
- Track record of being a self-starter working remotely and collaboratively in a fast-paced environment.
- Experience in cybersecurity, technology, SaaS, or cloud-based solutions.
- Proficiency in SFDC, G-Suite, Office and partner management platforms.
- Location: Remote (U.S. East Region, NYC a plus) Ideally no more than 2 hrs from NYC.
- Willingness to travel 30-50% within the U.S. East Region.
- Bachelor’s degree in Business, Computer Science or a related field a plus.
Why Join Us?
- API Security is being fueled by AI and Salt is a pioneer in a unique position to capitalize
- Our customers and Partners are household names
- Opportunity to work with a dynamic and growing team.
- Competitive salary and performance-based incentives.
- A collaborative and innovative work environment with opportunities for career growth.
If you are passionate about Partnerships, Cybersecurity and driving business growth through strategic partnerships, we encourage you to apply and be a part of our team!
Salt Security developed the industry’s first Agentic Security Platform, designed to secure the new digital infrastructure created by LLMs, AI agents, MCP servers, and APIs.
As organizations deploy autonomous agents that reason, decide, and act across enterprise systems, the traditional security perimeter breaks down. Agents do not just think, they act.
They call APIs, trigger workflows, write to databases, and execute tasks across your infrastructure. The moment an agent decides to do something, it leaves the model layer entirely and enters your enterprise systems. That is the action layer. And right now, most security teams have almost no visibility into it.
The modern enterprise runs on an Agentic AI action layer where LLMs provide the reasoning, MCP servers provide the connectivity, and APIs are the buttons and levers that turn agent decisions into real-world consequences. Securing the model without securing the action layer is not a security strategy, it is a gap.
Salt provides continuous visibility and protection across this architecture through the Agentic Security Graph—a correlated view of agents, MCP servers, APIs, and downstream systems that draws from four distinct data sources: external exposure, configuration posture, code-level signals, and live runtime traffic. By combining cloud-scale big data, patented AI/ML, and deep behavioral analysis, Salt detects the subtle attack patterns traditional tools miss, including business logic abuse, lateral movement, and low-and-slow attacks that pass prompt filters cleanly and only reveal themselves at the action layer.
The Salt platform enables organizations to:
• Discover all APIs, MCP servers, shadow deployments, and agent-connected services
• Govern posture across distributed agentic environments
• Detect and stop behavioral attacks in real time
• Understand how AI agents interact with sensitive systems and data
• Reduce risk while accelerating AI adoption
Founded
2018
Company size
201-500 employees
Industry
Computer and Network Security
Org type
Privately Held
Headquarters
Palo Alto, California
Salt Security developed the industry’s first Agentic Security Platform, designed to secure the new digital infrastructure created by LLMs, AI agents, MCP servers, and APIs.
As organizations deploy autonomous agents that reason, decide, and act across enterprise systems, the traditional security perimeter breaks down. Agents do not just think, they act.
They call APIs, trigger workflows, write to databases, and execute tasks across your infrastructure. The moment an agent decides to do something, it leaves the model layer entirely and enters your enterprise systems. That is the action layer. And right now, most security teams have almost no visibility into it.
The modern enterprise runs on an Agentic AI action layer where LLMs provide the reasoning, MCP servers provide the connectivity, and APIs are the buttons and levers that turn agent decisions into real-world consequences. Securing the model without securing the action layer is not a security strategy, it is a gap.
Salt provides continuous visibility and protection across this architecture through the Agentic Security Graph—a correlated view of agents, MCP servers, APIs, and downstream systems that draws from four distinct data sources: external exposure, configuration posture, code-level signals, and live runtime traffic. By combining cloud-scale big data, patented AI/ML, and deep behavioral analysis, Salt detects the subtle attack patterns traditional tools miss, including business logic abuse, lateral movement, and low-and-slow attacks that pass prompt filters cleanly and only reveal themselves at the action layer.
The Salt platform enables organizations to:
• Discover all APIs, MCP servers, shadow deployments, and agent-connected services
• Govern posture across distributed agentic environments
• Detect and stop behavioral attacks in real time
• Understand how AI agents interact with sensitive systems and data
• Reduce risk while accelerating AI adoption
Founded
2018
Company size
201-500 employees
Industry
Computer and Network Security
Org type
Privately Held
Headquarters
Palo Alto, California
