Strategic Channel Manager

We are looking for a hands-on, highly skilled and motivated Technical Account Manager (TAM) to act as the strategic technical partner for one of our key channel/strategic partners. In this role, you will play a critical part in promoting and accelerating sales cycles, supporting the partner’s commercial and technical needs across multiple customer accounts and environments, and ensuring seamless collaboration and technical alignment.

The ideal candidate brings a strong technical foundation paired with exceptional sales motion, communication, and relationship-building skills—driving long-term success and value across the partner ecosystem.

What will you do?

Accelerate customer adoption of ARMO capabilities across partner-managed accounts
Accelerate customer adoption of ARMO capabilities across partner-managed accounts
Promote, accelerate, and support the full sales cycle in collaboration with partner commercial and technical teams.
Build, manage, and optimize a joint sales funnel with the to drive and accelerate business growth.
Join partner sales status calls to drive deal progression through technical validation, objection handling, and clearing blockers—ensuring partners are fully enabled to advance opportunities.
Serve as the primary technical partner, providing guidance and enablement to partner sales engineers supporting them with positioning, demonstrating, and deploying ARMO capabilities while managing timelines and milestones.
Surface insights from partner and customer engagements to influence product roadmap discussions, including feature introduction, prioritization, and technical requirements.
Collaborate cross-functionally with Product, Engineering and Support to resolve issues and support joint growth initiatives.
Occasionally Represent ARMO at industry events, partner conferences, and technical forums.

About you:

5+ years in customer-facing SaaS roles such as Technical Account Management, Solutions Architecture, Sales Engineering, or Technical Sales Management.
Proven commercial track record, including advancing and closing deals.
A proactive, go-getter attitude with the ability to lead conversations and confidently handle objections.
Strong hands-on experience in cloud infrastructure, cybersecurity, or DevOps.
Experience supporting or working with channel partners and/or strategic accounts (advantage).
Demonstrated ability to translate business requirements into effective technical solutions.
Strong problem-solving skills with the ability to navigate complex technical and organizational challenges.
Ability to connect technical implementations to meaningful business outcomes.
Results-oriented mindset and the desire to thrive in a hyper-growth start-up environment.
Self-learner and highly self-motivated, with the ability to deep dive into new domains, technologies, products, and solutions.
Knowledge of both On-Prem and Software-as-a-Service (SaaS) delivery models.
Excellent communication, presentation, and relationship-building abilities.

Why ARMO?

Join a fast-growing, innovation-driven company at the forefront of cloud and application runtime security.
Work alongside world-class engineers, product leaders, and innovators.
Have a direct impact on customer success, partner growth, and overall company performance.
Thrive in an environment that values authenticity, ownership, care and professional growth.

Location: US- East Coast - Remote. Ability to travel domestically