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 Founding Channel Account Executive We are seeking a high‐performing, relationship‐drivenFounding Channel Account Executiveto 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.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 DevelopmentDrive net‐new revenue through existing and emerging TSD partnershipsBuild qualified pipeline through advisor referrals, partner introductions, client mapping, and direct engagementOwn opportunities from qualification through closeConsistently achieve or exceed revenue and pipeline targetsCreate strategic territory plans based on advisor relationships and target industriesTSD & Partner Relationship ManagementDevelop executive‐level relationships with channel leaders, regional managers, and partner management teams across TSDsBecome a visible and trusted presence within the various TSD and similar ecosystems of which Echelon is involved, as well as future alliancesIdentify top‐performing advisors and prioritize strategic engagement, building long‐term relationships and models for engagementMaintain regular cadence with TSD stakeholders to drive introductions and opportunity flow (e.g. net new pipeline)Technology Advisor EnablementEducate Technology Advisors on Echelon's cybersecurity services and ideal customer profilesConduct webinars, trainings, lunch‐and‐larns, QBRs, and field enablement sessionsHelp advisors identify cyber opportunities within their client basePosition Echelon as the "easy button" cybersecurity partner for their clientsStrategic Collaboration & Client MappingPerform account mapping with advisors to identify target accounts, whitespace opportunities, and expansion potentialAnalyze advisor books of business by vertical, client size, and risk profileBuild joint pursuit strategies for priority accountsCollaborate with internal solution architects, delivery leaders, and executives to win complex opportunitiesSales Execution & ForecastingMaintain clean CRM hygiene, pipeline visibility, and accurate forecastingProvide weekly updates on partner activity, opportunities, and growth initiativesTrack ROI from partner events, campaigns, and enablement effortsRepresent Echelon at channel events, conferences, and regional meetingsWhat Success Looks Like in the First 12 MonthsBecome embedded in current TSD ecosystems and establish tractionBuild a repeatable referral engine with high‐performing advisorsDeliver consistent monthly pipeline creation through partner channelsClose meaningful new business across consulting, recurring services, and managed offeringsEstablish Echelon as a go‐to cybersecurity services brand within the TSD communityRequired Experience & Qualifications5+ years of success in channel sales, partner sales, business development, or account executive roles within cybersecurity, IT services, telecom, cloud, or consultingProven 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 partnershipsExperience building relationships with independent advisors, brokers, agents, or partner communitiesStrong consultative selling skills with the ability to uncover business problems and align solutionsAbility to explain cybersecurity concepts in business language to executives and advisorsStrong executive presence, communication skills, and credibilityHighly self‐motivated, organized, and proactive with a hunter mindsetComfortable working remotely and traveling for partner meetings and eventsAuthorized to work in the United States without sponsorshipPreferred QualificationsExisting relationships within the TSD or advisor channel communityExperience selling cybersecurity consulting, managed security services, compliance, or recurring servicesFamiliarity with cybersecurity frameworks such as NIST, CIS, SOC 2, ISO 27001, PCI, or CMMCExperience in a high‐growth or entrepreneurial environmentProficiency with CRM platforms such as HubSpot or Salesforce as well as Artificial Intelligence systems like Claude and Claude Co‐WorkCompensation 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.BenefitsAccess 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.EEO Statement 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.#J-18808-Ljbffr