• Serve as the DRI to ensure the end-to-end success and activation of signed partner agreements. • Own the training and onboarding of partner reps by working tightly and cross-functionally (xfn) with the Enablement and Sales Leadership organizations. • Own and manage the pipeline of partner deals, holding partners accountable to their commitments while ensuring they are fully set up for success. • Fully own the Key Result (KR) workstreams tied to partner channel metrics, driving an operationally rigorous process through an extreme focus on data to drive decision-making. • Consistently beat channel sales targets by building a consistent partnership motion with a culture of high performance. • Be the voice of the Channel at Dandy, fully and autonomously owning outcomes and opinions on what we need to be doing better and what we need to be successful. • Prepare accurate channel forecasts as well as manage SFDC data to ensure up-to-date pipeline information. • Manage partner escalations and participate directly in all aspects of the partner sales cycle to ensure end-customer satisfaction.

• Apoyar o crescimento da empresa através da gestão de contas e desenvolvimento de novos negocios. • Identificar oportunidades, conducir negociaciones y desarrollar estrategias de ventas. • Mantener relacionamiento con ejecutivos y áreas decisoras de los clientes. • Consolidar y acompañar los resultados de ventas de las diferentes verticais de la empresa. • Garantizar la satisfacción de los clientes, actuando de forma consultiva y fortaleciendo relaciones de largo plazo.

• Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved. • Effectively on-board new clients and proactively focus on growing and developing existing accounts. • Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts. • Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work that reflect our commitment to excellence. • Travel throughout the territory to support the needs of the business. • The Major Account Manager – Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.

Role Description As the Channel Account Manager (EMEA), your main objective will be to identify, enable, and expand our relationships and revenue with EMEA channel partners. Reporting to the VP Sales (EMEA), you’ll be a key member of the team and your work will play a pivotal role in leading and expanding our market presence, driving revenue growth, and fostering strong relationships with our channel partners. In this role, you'll be the primary relationship owner for a portfolio of channel partners in your territory — VARs, MSSPs, GSIs, and distributors. You'll work at the intersection of sales, enablement, and strategy, helping partners understand our differentiated value and confidently bring our solutions to their customers. What You’ll Do: - Recruit, develop and manage deep, trust-based relationships with channel partners across your territory, serving as their primary point of contact and internal advocate. - Own partner-sourced and partner-influenced pipeline targets, driving co-selling motions and joint go-to-market initiatives including campaigns, events, and solution packaging. - Build and deliver enablement programs that equip partner sales and technical teams to effectively position and demo Censys solutions, keeping them current on new capabilities and competitive differentiation. - Conduct regular business reviews and track partner performance metrics — pipeline contribution, deal registration, revenue attainment — providing data-driven insights to sales leadership. Qualifications - 5+ years in channel sales, partner management, or alliances with a proven track record of driving revenue through indirect motions. - Cybersecurity industry experience required; familiarity with SOC operations, threat detection, or AI-driven security is a plus. - Deep understanding of East market dynamics and key players. - Strong communication, negotiation, and executive presence. - Highly organized and self-directed, with the ability to manage a large partner portfolio in a fast-moving startup environment. - Willingness to travel within territory as needed. Requirements - For candidates being considered outside of the US, location specific market data will be evaluated and discussed during the interview process. - Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. - The listed range is a guideline, and the range for this role may be modified. - For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. - Please discuss your specific work location with your recruiter for more information. Benefits - Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. - Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. - For employees located outside of the US, location-specific benefits are available and will the information pertaining to those will be provided to you during the interview process.