Role Description We are seeking an Inside Channel Account Manager to help manage an existing book of Blumira MSP partner accounts. The ideal candidate will be relationship oriented but able to deliver mutually beneficial business outcomes for partners and Blumira alike. - Be able to handle a high volume of outbound calls and ability to prioritize high value activity - Manage partner relationships and find solutions to ensure business growth - Identify opportunities to execute joint sales and marketing motions - Develop partnerships to move partners up in partner program status - Ensure high renewal and retention rates Qualifications - 2+ years of MSP or channel management experience, or equivalent experience working with channel partners - Knowledge of cyber security landscape - Knowledge of MSP business model - Understanding of partner programs and managing partner compliance - Ability to negotiate contract renewals and revenue commitments Requirements - Start-up experience (Bonus) - SIEM/EDR/Detection & Response platform experience (Bonus) Benefits - Competitive compensation and stock equity plan - Flexible PTO - A flexible work environment that supports working from home - Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program Company Description Blumira is the security operations platform built for growing teams and partners supporting them, integrating comprehensive visibility, tools, and expert guidance to give IT and security teams peace of mind from knowing they never have to go it alone. Every business needs strong security and deserves tools built for them, not just the largest enterprises. Our team is passionate about putting resilience in reach for every organization and team, keeping the business running smoothly and helping teams build their own expertise through daily security practice. To realize our vision, we're looking for inquisitive and driven teammates, like you! Be part of a friendly and supportive team that embraces who you are and offers you the opportunity to help build and scale the Ann Arbor tech security scene and to learn and grow with experienced SaaS security leaders. You will have the ability to make a big impact in the initial build of Blumira’s Department organization and take Blumira to the next level!

• Own and Drive Renewal Cycles: Lead renewals for your assigned portfolio, understanding budget cycles, funding sources, and contract nuances to secure timely renewals and identify growth opportunities. • Expand Panorama’s Impact: Actively pursue growth within existing accounts by identifying upsell opportunities, cultivating strategic relationships, and encouraging customer adoption of key product features. • Engage Clients Strategically: Conduct executive business reviews, outcome reviews, and in-person meetings to reinforce Panorama’s value and drive retention. • Develop and Execute Account Plans: Create and maintain comprehensive account plans, using KPIs to track client health, engagement, and adoption metrics. • Collaborate Cross-Functionally: Partner with Sales, Customer Experience, Product and other teams to align on strategies that ensure consistent client satisfaction and retention. • Ensure Data-Driven Client Success: Utilize metrics such as outcome reviews, customer adoption rates, and active user data to inform decision-making, prioritize account activities, and tailor client interactions. • Maintain Proactive Communication: Log all key client interactions, document strategic goals, and ensure all actions and communications are aligned with Panorama’s client success framework.

• Join an award-winning organization that delivers world-class talent solutions. • Working within a vibrant, high-velocity team, you will bring your operational energy and strategic expertise to manage, farm, and scale major existing national and regional enterprise accounts within the Life Sciences, IT, and Engineering MSP, VMS, and SOW spaces. • The Staffing Account Manager is responsible for driving client success, account growth, and portfolio profitability across enterprise accounts within Life Sciences, Clinical Research, Engineering, and related professional services. • Serving as the primary link between clients, MSP partners, and delivery teams, this role oversees contingent workforce programs, staff augmentation engagements, SOW-based projects, and enterprise-scale MSP delivery. • Success requires a strong understanding of workforce and consulting services to ensure exceptional delivery, client satisfaction, compliance, and long-term business growth. • Account Farming & Penetration: Navigate deep into existing enterprise accounts to map out new hiring departments, secure SOW projects, uncover hidden manager needs, and expand active billable contractor headcount. • Performance & Metrics Tracking: Monitor and improve daily delivery metrics—such as our response times and submittal-to-hire ratios—to ensure our agency maintains its top-tier supplier status with the client. • VMS Delivery & Compliance Governance: Navigate daily workflows within major vendor management systems (e.g., Fieldglass, Beeline) ensuring strict compliance with client SLAs, SOW deliverables, tiering structures, and onboarding policies. • Recruitment Team Alignment: Translate complex client requirements into actionable instructions for internal recruiting teams; conduct candidate quality reviews before final submission. • Strategic Client Partnership: Conduct regular business reviews (QBRs) and execute client visits to position Cynet as a consultative, deliverables-based partner rather than a transactional vendor.

• Develop and maintain relationships with OEM partners, defense industry stakeholders, Security Cooperation organizations, embassy personnel, military representatives, and government customers in support of vehicle sustainment and aftermarket growth initiatives. • Serve as the primary point of contact for assigned OEM relationships, building the bridge between the OEM and customer to develop solutions that meet their requirements. • Develop and maintain a thorough understanding of OEM capabilities, product portfolios, sustainment solutions, and strategic growth initiatives. • Support the Vice President of WSS during customer meetings, capability briefings, industry events, trade shows, and partner engagements. • Build and nurture trusted relationships with customer and end-user communities to better understand mission requirements, sustainment challenges, buying behaviors, and emerging capability needs. • Translate customer and end-user feedback into actionable insights for OEM partners, supply chain stakeholders, and internal teams to support opportunity shaping and solution development. • Serve as a vehicle sustainment and aftermarket support subject matter expert when communicating OEM capabilities to customers and partners. • Assist in evaluating customer and end-user requirements and aligning those requirements with OEM capabilities, supply chain solutions, and SupplyCore offerings. • Support domestic and international customer and end-user engagements through travel, relationship development, market assessments, and opportunity shaping activities. • Facilitate communication and collaboration between OEM partners, supply chain stakeholders, customers, end users, and internal teams. • Monitor industry trends, platform developments, and supplier market activity and provide recommendations to WSS leadership. • Support partnership agreements, supplier initiatives, and strategic growth efforts that strengthen SupplyCore's position within target markets. **Travel** • Willingness and ability to travel domestically and internationally as business needs require (approximately 25-35% of the time)