Channel Account Manager | Reseller (Pax8)

Remote, United States

About Blumira and Our Culture

Blumira is the security operations platform built for growing teams and partners supporting them, integrating comprehensive visibility, tools, and expert guidance to give IT and security teams peace of mind from knowing they never have to go it alone. Every business needs strong security and deserves tools built for them, not just the largest enterprises. In helping them, we help their customers, and, overall, make the Internet a safer place.

Our team is passionate about putting resilience in reach for every organization and team, keeping the business running smoothly and helping teams build their own expertise through daily security practice. To realize our vision, we're looking for inquisitive and driven teammates, like you! Be part of a friendly and supportive team that embraces who you are and offers you the opportunity to help build and scale the Ann Arbor tech security scene and to learn and grow with experienced SaaS security leaders. You will have the ability to make a big impact in the initial build of Blumira’s Department organization and take Blumira to the next level!

About the Opportunity

The Pax8 Channel Manager at Blumira is responsible for driving revenue growth and partner adoption through the Pax8 marketplace and MSP ecosystem. This role serves as the primary owner of the Blumira/Pax8 relationship and is accountable for marketplace performance, MSP activation, pipeline development, and joint go-to-market execution.

The ideal candidate has direct experience working within the Pax8 ecosystem, understands MSP buying motions, and can scale recurring SaaS revenue through distribution-led channel strategies.

Key Responsibilities

Pax8 Strategic Relationship Management

• Own the executive and operational relationship with Pax8
• Develop and execute a joint business plan aligned to Blumira’s growth objectives
• Conduct regular business reviews (QBRs) with Pax8 leadership and field teams
• Partner with Pax8 CAMs to drive pipeline creation and deal acceleration

MSP Recruitment & Activation

• Drive activation and onboarding of Pax8 MSP partners selling Blumira
• Identify and prioritize high-potential MSPs within the Pax8 ecosystem
• Support Pax8-led promotions, marketplace campaigns, and spiffs
• Increase attach rates, expansion revenue, and MSP engagement

Revenue Growth & Sales Execution

• Meet and exceed revenue targets sourced through Pax8
• Support deal registration, pricing strategies, and promotional offers
• Collaborate with Blumira sales leadership on co-sell motions where appropriate
• Track and manage marketplace metrics including bookings, churn, and contraction

Enablement & Go-To-Market Execution

• Deliver product, sales, and technical enablement to Pax8 CAMs and MSPs
• Collaborate with marketing on joint webinars, campaigns, and events
• Optimize Blumira’s Pax8 marketplace listing, positioning, and messaging
• Ensure pricing, packaging, and promotions align with MSP expectations

Operational & Cross-Functional Alignment

• Forecast Pax8-sourced revenue accurately and consistently
• Partner with finance and operations on billing, margin, and marketplace operations
• Provide structured feedback to product and leadership teams based on MSP input
• Maintain CRM hygiene and channel reporting accuracy

Required Key Skills and Qualifications

• 5+ years of experience in channel sales, distribution, or marketplace management
• Direct experience working with Pax8 and MSP-focused channel models
• Proven ability to drive revenue through indirect SaaS sales
• Strong understanding of MSP economics and recurring revenue models
• Experience in cybersecurity, SaaS, cloud, or managed services
• Excellent communication, presentation, and relationship-building skills

Preferred

• Existing relationships with Pax8 leadership or CAM teams
• Experience managing cybersecurity solutions sold through MSPs
• Familiarity with deal registration, MDF, and channel incentive programs
• Salesforce or equivalent CRM experience

Bonus

• Start-up experience
• SIEM/EDR/Detection & Response platform experience

Perks and Benefits

• Competitive compensation and stock equity plan
• Flexible PTO
• A flexible work environment that supports working from home
• Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time, with or without notice.

This position requires prolonged periods of sitting at a desk and working on a computer.

This position may require occasional travel. The frequency and duration of travel will vary depending on business needs.

Blumira is an inclusive employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition or any protected category prohibited by local, state or federal laws.