This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Manager, Channels based in United States.
This is a strategic opportunity to build and scale a cybersecurity partner ecosystem in a high-growth environment. You will develop and execute a channel go-to-market strategy designed to accelerate market reach, generate partner-sourced pipeline, and drive revenue growth. Starting as an individual contributor, you will take ownership of channel strategy while remaining closely involved in partner recruitment, field execution, and commercial outcomes. You will build relationships with national and regional value-added resellers, solution providers, and cloud ecosystem partners. Working cross-functionally with Sales, Marketing, Product, and executive leadership, you will establish the programs and processes needed to create a scalable partner motion. This remote, full-time role offers the opportunity to shape channel strategy from the ground up, with potential to grow into a broader leadership position as the business expands.
Accountabilities
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Own and execute the channel go-to-market strategy, focusing on increasing partner-sourced pipeline, influenced revenue, and closed annual recurring revenue (ARR).
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Build, strengthen, and expand relationships with national and regional cybersecurity value-added resellers (VARs), resellers, and solution providers.
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Drive joint account planning, co-selling initiatives, partner enablement, and field engagement in close collaboration with the direct sales team.
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Establish and implement foundational channel programs, operating processes, partner incentives, and deal-registration frameworks to support scalable growth.
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Identify, recruit, onboard, and activate new partners capable of expanding market reach and generating meaningful commercial opportunities.
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Collaborate with Sales, Marketing, Product, and executive leadership to align channel priorities with broader go-to-market objectives.
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Define, track, and deliver measurable performance outcomes, including partner activation, partner-sourced pipeline, influenced revenue, and closed ARR.
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Help build a scalable channel organization, with the potential to take on broader leadership responsibilities as the business grows.
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7–10+ years of experience in cybersecurity sales, channel development, strategic alliances, or a closely related field.
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Established relationships across the cybersecurity VAR, reseller, and solution-provider ecosystem; experience with AWS partners is a strong advantage.
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Proven ability to build and scale channel programs at an early-stage or high-growth cybersecurity company.
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Demonstrated success generating qualified pipeline and closing business through partner-led and partner-influenced sales motions.
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Strong commercial judgment and the ability to translate channel strategy into practical field execution and measurable revenue outcomes.
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Experience recruiting, developing, and activating strategic partners while building productive relationships across sales organizations.
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Strong collaboration and communication skills, with the ability to align internal stakeholders around shared go-to-market priorities.
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A hands-on, entrepreneurial approach, with the ability to operate independently, establish new processes, and adapt as the business scales.
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Work arrangement: Fully remote position within the United States.
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Employment type: Full-time.
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Strategic impact: Opportunity to build and own the channel go-to-market strategy and establish a scalable partner ecosystem.
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Career development: Potential to progress from an individual contributor role into a broader leadership position as the business grows.
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Professional environment: Cross-functional collaboration with Sales, Marketing, Product, and executive leadership in a cybersecurity-focused business.
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Compensation and additional benefits: Salary, performance-based incentives, healthcare, paid time off, retirement benefits, and other perks were not specified in the provided job description and should be confirmed during the hiring process.