Founding Channel Account Executive – Technology Services Distributor (TSD) Ecosystem - Remote (USA)

About us: At Echelon Risk + Cyber, we believe security and privacy are basic human rights. We are a high-growth cybersecurity consulting firm helping organizations solve complex risk, compliance, and security challenges through world-class advisory, offensive security, defensive security, managed services, and virtual CISO solutions.

We are seeking a high-performing, relationship-driven Founding Channel Account Executive to accelerate revenue growth through our Technology Services Distributor (TSD) ecosystem.

This is not a passive account management role. We are looking for a builder, connector, and revenue producer; someone who understands how to create momentum inside the TSD model, activate Technology Advisors, uncover opportunities, and turn relationships into measurable growth.

If you thrive in fast-moving environments, know how to win through partners, and can translate cybersecurity solutions into business outcomes, we want to meet you.

Position Summary

The Channel Account Executive will own growth within our TSD ecosystem by building strategic relationships with partner management teams, earning introductions to Technology Advisors, enabling those advisors to sell Echelon's services, and collaborating deeply to win opportunities within shared client accounts.

This role requires a strong hunter mentality combined with elite relationship skills. Success will come from consistently generating pipeline, advancing opportunities, and becoming a trusted cybersecurity resource across the channel.

What You Will Do:

Revenue Growth & Pipeline Development:

• Drive net-new revenue through existing and emerging TSD partnerships
• Build qualified pipeline through advisor referrals, partner introductions, client mapping, and direct engagement
• Own opportunities from qualification through close
• Consistently achieve or exceed revenue and pipeline targets
• Create strategic territory plans based on advisor relationships and target industries

TSD & Partner Relationship Management:

• Develop executive-level relationships with channel leaders, regional managers, and partner management teams across TSDs
• Become a visible and trusted presence within the various TSD and similar ecosystems of which Echelon is involved, as well as future alliances
• Identify top-performing advisors and prioritize strategic engagement, building long-term relationships and models for engagement
• Maintain regular cadence with TSD stakeholders to drive introductions and opportunity flow (e.g. net new pipeline)

Technology Advisor Enablement:

• Educate Technology Advisors on Echelon's cybersecurity services and ideal customer profiles
• Conduct webinars, trainings, lunch-and-learns, QBRs, and field enablement sessions
• Help advisors identify cyber opportunities within their client base
• Position Echelon as the "easy button" cybersecurity partner for their clients

Strategic Collaboration & Client Mapping:

• Perform account mapping with advisors to identify target accounts, whitespace opportunities, and expansion potential
• Analyze advisor books of business by vertical, client size, and risk profile
• Build joint pursuit strategies for priority accounts
• Collaborate with internal solution architects, delivery leaders, and executives to win complex opportunities

Sales Execution & Forecasting:

• Maintain clean CRM hygiene, pipeline visibility, and accurate forecasting
• Provide weekly updates on partner activity, opportunities, and growth initiatives
• Track ROI from partner events, campaigns, and enablement efforts
• Represent Echelon at channel events, conferences, and regional meetings

What Success Looks Like in the First 12 Months:

• Become embedded in current TSD ecosystems and establish traction
• Build a repeatable referral engine with high-performing advisors
• Deliver consistent monthly pipeline creation through partner channels
• Close meaningful new business across consulting, recurring services, and managed offerings
• Establish Echelon as a go-to cybersecurity services brand within the TSD community

Required Experience & Qualifications:

• 5+ years of success in channel sales, partner sales, business development, or account executive roles within cybersecurity, IT services, telecom, cloud, or consulting
• Proven experience working inside Technology Services Distributor ecosystems (Working closely with firms such as Telarus, AVANT, Sandler Partners, Intelisys, AppDirect, or similar)
• Demonstrated success generating revenue through indirect/channel partnerships
• Experience building relationships with independent advisors, brokers, agents, or partner communities
• Strong consultative selling skills with the ability to uncover business problems and align solutions
• Ability to explain cybersecurity concepts in business language to executives and advisors
• Strong executive presence, communication skills, and credibility
• Highly self-motivated, organized, and proactive with a hunter mindset
• Comfortable working remotely and traveling for partner meetings and events
• Authorized to work in the United States without sponsorship

Preferred Qualifications

• Existing relationships within the TSD or advisor channel community
• Experience selling cybersecurity consulting, managed security services, compliance, or recurring services
• Familiarity with cybersecurity frameworks such as NIST, CIS, SOC 2, ISO 27001, PCI, or CMMC
• Experience in a high-growth or entrepreneurial environment
• Proficiency with CRM platforms such as HubSpot or Salesforce as well as Artificial Intelligence systems like Claude and Claude Co-Work

Compensation Structure:

Competitive base salary + uncapped commission + potential for accelerators tied to channel-generated revenue and strategic growth milestones.

Why Echelon?

At Echelon, you won't inherit a stagnant territory, you'll help build something meaningful. You'll have the freedom to create, the support to win, and the opportunity to make a measurable impact in a fast-growing cybersecurity firm.

We believe in integrity, innovation, and people with personality. We want talented professionals who bring energy, authenticity, and ambition to everything they do.

We are committed to creating an inclusive environment for our team with unquestioned integrity. If you have a special need that requires accommodation, please let your recruiter know. One of our core values in "People with Personality" and we want to allow you the space to bring your full self to work.

We currently offer the following benefits:

• Access to medical, dental, and vision insurance through Cigna, with the majority of the employee cost covered by the employer.
• Employer funding to HSA accounts and FSA access.
• Access to a 401(k) through Vanguard with a guaranteed employer contribution
• Flexible vacation policy that allows you to manage your schedule and rest and recharge when you need to
• 11 holidays with flexibility based on what is important for you and those you love.
• Family-friendly benefits, extended parental leave for when you need to spend critical time with new family members, employer-paid short-term and long-term disability, employer-paid life insurance, and access to additional life insurance, hospital coverage, accidental coverage, discounted mental health support, and more
• Support on individual development through certifications, continued learning, conferences, and more

We value a diverse workforce and a culture of inclusivity and belonging. All employment decisions shall be made without regard to age, race, creed, color, religion, gender, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Echelon Risk + Cyber is an Equal Opportunity Employer.