At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally. Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk. Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs. You, as the Channel Account Manager will have enterprise channel experience and proven strategic channel relationships. The Channel Account Manager role is a dedicated resource to our strategic partners, acting as a trusted advisor and valued business consultant and will govern the overall relationship between the strategic partner and ReversingLabs, and will provide a administrative oversight, act as an advocate of ReversingLabs within the strategic partner ecosystem, and act as an advocate of the partner within ReversingLabs. The ideal candidate will establish deep relationships with key strategic partner stakeholders, and in collaboration with the local channel sales directors & regional sales directors manage to jointly develop business objectives and action plans, engage in strategic sales opportunities, and ultimately drive profitable revenue growth for both ReversingLabs and our partner(s). Two main focus areas will be to drive new channel relationships into the Regional Channel Manager territories, and to collaborate with the regional sales directors to find partners/relationships within the targeted account list. What You Will Do - Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s) - Identify key initiatives and targeted sellers associated - Develop marketing and technological activities to support initiatives in the field - Assist with and monitor execution of field plan activities - Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders - Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs) - Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary - Perform quarterly business review (QBR) with assigned strategic partner(s) - Overall sales and revenue performance against strategic partner target(s) - Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager) - Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.) - Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s) - Sales/Revenue breakdown (examples) - Seller Participation - Product - Contract Term - New Logo Attainment - Large Deal Quantity - Develop national/regional market coverage plans and initiatives - Drive recruitment initiatives where applicable for underdeveloped markets - Develop onboarding programs and strategies - Strategic sellers – work with channel manager on general onboarding process - Work with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic prod. material What We Are Looking For - A disciplined and proven customer-centric sales process. - Demonstrated Channel Sales experience with a track record of exceptional achievement. - Experience in a complex sales environment, managing large, visible, demanding customer accounts. - The right Attitude – self-starter, motivated, committed, responsive, proactive, get-stuff-done - The right Aptitude – problem solver, innovator, anticipates and navigates through issues/obstacles - The right Abilities – domain knowledge, strong track record of success, customer focused, collaborative Benefits & Perks: Designed for How You Work, Live, and Grow 💰 Compensation & Financial Security - Base Salary: $130,000 – $140,000 plus performance-based bonus or commission (role-dependent), a comprehensive Total Rewards package and equity so you share in the success you help build. - 401(k) with both Traditional and Roth options to support your long-term financial goals - Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings 🩺 Health & Well-Being - Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs - Health Reimbursement Arrangement (HRA): we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind - 100 % Employer-paid dental, vision, disability, and life insurance - Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection - Pet insurance: because family comes in many forms 🐾 - Complimentary Calm app membership to support mindfulness, focus, and better sleep 🌴 Work-Life Balance & Flexibility - Flexible PTO: take the time you need to recharge and take care of what matters most - Quarterly Wellness Weekends: company-wide 3-day breaks built into the year to truly rest and reboot. - Remote work stipend to help offset internet and cell phone expenses - Volunteer Time Allowance: 8 paid hours annually to support a 501(c)(3) organization you care about 🚀 Growth, Learning & Culture - Continuous learning and development with full access to Udemy Business - Clear paths for advancement, internal mobility, and ongoing career development - A collaborative, innovative, and remote-first environment where your work has real impact 🌟 Workplace Recognition - ReversingLabs is proud to be recognized as a Best Workplace by Inc. (2025) and a Best Place to Work by Built In (2025 & 2026) across multiple categories. Reflecting our commitment to building a workplace where people feel valued, supported, and empowered to grow. About Us ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We have been honored with numerous awards through the years including the 2023 Global InfoSec Award, 2022 CDM Global Infosec Awards, 2021 SC Media Trust Award for Best Threat Intelligence Technology, a 2020 Stevie Award, and the 2017 JPMorgan Chase Hall of Innovation Award for our truly unique malware and explainable threat intelligence products.  Our pioneering technologies, exceptional products, and successful customer deployments also drove investments in ReversingLabs by some of the prominent investors in the world. With remote employees throughout the United States and England, and offices in Boston, United States and Zagreb, Croatia, ReversingLabs will continue to deliver groundbreaking innovation with top global talent. We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. If there is a match between your experiences/skills and the Company needs, we will contact you directly. ReversingLabs is an equal opportunity employer.  Applicants only - Recruiting agencies, please do not contact.

• Funnel Management: Conduct meetings with inbound leads (those coming through our landing page), perform active outbound prospecting to identify new strategic partners, and keep all CRM interactions up to date. • Consultancy: Resolve product-related questions and perform a technical deep dive on our API: explain deliverables, best consumption practices, and what we expect from a high-performance integration. • End-to-End Management: Lead the full cycle, from initial prospecting and overseeing the homologation carried out by the tech partner team, through to contract closure. • Cross-functional Liaison: Act as the right-hand to the Technology team (to stay on top of API updates) and ensure a seamless handover to the Partner Success team. • Organization: Support the development and continuous improvement of the partnership program (processes, materials, playbooks, and metrics).

• Direct the strategic sales effort to ensure profitable business growth within North America across the US Non-Commercial segment • Responsibilities include formulation and execution of sales strategies and plans to achieve growth objectives at strategic accounts • Negotiations (including price action), RFPs and contracts, and overall performance & profitability of accounts • Shared responsibility for achieving the US Foodservice division sales growth & profitability • Develop and implement strategic and tactical business plans for the Non-Commercial Managed & Non-Managed Accounts • Priorities should be focused on critical business opportunities that will drive mutual top & bottom profit, while gaining approval from management and other key stakeholders within these critical Accounts • Establish in-depth working relationships and manage activities at all levels within Purchasing, Culinary, Marketing, Supply Chain and Operations • Prioritize projects for each account and independently manage project activity across all product lines • Work with MKC and Customer Finance Teams to optimize rebate structure for profitability and business growth • With Sales and Marketing management involvement, develop customer pricing strategy to maximize business and profit • Be viewed as a 'First Call' manufacturer partner for all customers when representing McCormick, to allow for strong innovation adoption while creating customer intimacy at all levels. • The Account Executive is a key member of the overall US Foodservice Team and is expected to work collaboratively across Sales, Marketing, ACE, Finance, Culinary and Product Development

The Opportunity: Serve a portfolio of captive clients by providing responsive, accurate, and timely financial and regulatory reporting for their captive insurance companies. The ideal candidate would have accounting, premium tax accounting, and captive management experience along with strong excel skills and excellent communication. They would be a team player, and demonstrate initiative with strong analytical abilities. This position can be 100% remote or physically located in one of our over 20 office locations. Are You A Match? The Captive Account Manager is driven by prompt, accurate and thoughtful service to clients and internal team members. With prior captive account management experience she/he will need to have a comfort with financial and regulatory reporting. In This Role You Will Execute On: - Timely and accurate monthly, quarterly, and annual financial reporting for captive insurance companies. - Completion of all regulatory filings required by state/captive domiciles. - Management of premium tax accounting, including calculations, filings, and compliance. - Preparation of materials for and participation in Board of Directors meetings. - Coordination with actuaries, auditors, brokers, TPAs, and carriers. - Monitoring of capital and surplus, cash flow, investments, collateral, and other financial metrics. - Review of accounting treatments, claims bordereaux, and underwriting performance. - Support for feasibility studies and new captive formations. - Maintenance of statutory records and governance documentation. - Delivery of consistent, high‑quality service across a portfolio of clients with competing priorities. In This Role You'll Need: - Bachelor’s degree in Accounting, Finance, Risk Management, or related field. CPA designation preferred (CA, ACI, CPCU, or ARM also accepted). - 3–5+ years of experience in captive insurance, accounting, or financial management. - Demonstrated experience with premium tax accounting. - Strong understanding of captive insurance structures, reinsurance, underwriting, and actuarial coordination. - High proficiency in Excel and other financial systems.Excellent attention to detail, analytical skills, and ability to manage multiple deadlines.Professional communication skills and a strong client service orientation. - Ability to work independently, stay organized, and adapt in a deadline-driven environment. About the Hylant Captive Team We believe that risk is important. So do our clients. Our sole mission is to help organizations navigate the world of captive insurance to better define, finance and manage the risks inherent in their businesses. Our team works closely with other professional partners to deliver a broad spectrum of alternative risk solutions. These specialized programs often play a crucial role in sustaining the long-term success of our clients. Why Hylant? A multi-year recipient of Best Places to Work in Insurance, Hylant is a full-service insurance brokerage with 20 offices in seven states. And since the founding of our family-owned business over 85 years ago, we made a promise to strengthen and protect the businesses, employees and communities of our client family by embracing them as our own. We’re more than an insurance brokerage firm and you’re more than a client, employee or neighbor. You’re family. And that’s just the way we treat you. Hylant is proud to be an equal opportunity workplace. All qualified applicants will receive consideration for employment without regard to race, marital status, sex, age, color, religion, national origin, Veteran status, disability or any other characteristic protected by law. If you have a disability or special need that requires accommodation, please let us know. Hylant participates in E-Verify #LI-Remote