Hypori - Channel Account Manager, DIB/MSSP

• 5+ years in channel sales or partner management at a cybersecurity, infrastructure, or SaaS vendor • Experience building a DIB-focused MSP or MSSP partner program, not just managing an existing one • A track record of recruiting and activating MSP or MSSP partners from signature to first transaction and beyond • Working relationships across the MSP, MSSP, or CMMC practitioner ecosystem serving the DIB • Working knowledge of CMMC 2.0 and NIST SP 800-171: CUI vs. FCI, the 5 asset categories, SPRS scoring, and DFARS 7012 obligations • Experience carrying and hitting a partner-sourced or partner-influenced revenue number • Experience building your own enablement material, and familiarity with deal registration, partner portals, and margin structures • Strong Salesforce and pipeline hygiene • Location: Remote, United States, with travel up to 40 percent to partner sites and industry events • Speed: You move with urgency and get things done today, not next week • Speed: • Focus: You spend your time on the partners who will actually sell • Focus: • Extreme ownership: Your program, your partners, your number. No excuses • Extreme ownership: • Accountability: You do what you say, when you say. You flag slips early • Accountability: • Coachability: You ask for feedback, act on it, and get better • Coachability: • Humility: You know what you don’t know, and you say so • Humility: • Creativity: You find new ways to recruit partners and get them selling • Creativity: • Preferred Attributes • Technical credibility: Partners only carry products their engineers and compliance leads believe in. You will have a dedicated channel sales engineer, but this is still a technical role, and you should be able to have these conversations whether your SE is in the room or not • Technical credibility: • CMMC and 800-171: Walk a partner through how an unmanaged device moves from CUI Asset to out of scope. Speak to the External Service Provider question, FedRAMP Moderate equivalency under DFARS 7012, and shared responsibility • CMMC and 800-171: • Microsoft 365 GCC High: Commercial vs. GCC vs. GCC High, enclave vs. full-tenant migration, and where Hypori shrinks the GCC High footprint • Microsoft 365 GCC High: • Endpoint and mobile: MDM, UEM, MAM, mobile threat defense, enterprise browser, VDI, and DaaS. You know where the data rests in each • Endpoint and mobile: • Hypori platform: Run a partner enablement session covering architecture, deployment scoping, licensing, and what each accreditation means to a client • Hypori platform: • MSP operations: RMM and PSA platforms, per-seat packaging, margin expectations, and multi-tenant administration • MSP operations: • Prior time at an MSP, MSSP, RPO, or C3PAO serving defense contractors • CMMC CCP or CCA certification • Military service or Department of War civilian experience • Compensation: $215,000 – $235,000 on-target earnings (commensurate with experience). Variable compensation is uncapped, with accelerators above 100 percent attainment, and the role includes equity. Targets are based on partner-sourced and partner-influenced revenue, plus partner recruitment and activation. • Hypori Inc. provides a generous benefits package for full-time employees that includes medical, dental, and vision insurance, parental leave, and life and disability packages. We also invest in our employees' futures by providing a 401(k) plan with employer-matching contributions that vest starting from your first day of employment. In addition to the base compensation, Hypori also offers a performance bonus, which is primarily contingent upon company-wide performance. We are dedicated to investing in the tools and skills required to be strong, collaborative colleagues and people managers to help build and retain a strong workforce. • In addition to the base compensation, Hypori also offers a performance bonus, which is primarily contingent upon company-wide performance.