The Position

We are seeking an experienced and dynamic Channel Sales Manager with over 5 years of proven success in channel sales and partner management. The ideal candidate will be responsible for developing and executing a strategic plan to expand our partner ecosystem, drive sales growth through the channel, and strengthen relationships with existing partners. This role requires a deep understanding of channel sales strategies, excellent communication skills, and the ability to work collaboratively across departments to achieve business goals.

If you are a results-oriented Channel Sales Manager with a passion for building and managing successful partner relationships, we encourage you to apply. Join our team and contribute to our mission.

This is a remote position responsible for the Western US region. Candidates must live in a major city (within the region) with access to a major airport.

What You Will Be Doing

Channel Strategy Development and Execution:

• Develop and implement a comprehensive channel sales strategy to meet or exceed revenue targets.
• Identify, recruit, and onboard new channel partners to expand the partner ecosystem.
• Create and manage partner business plans, including sales targets, marketing activities, and joint initiatives.

Partner Relationship Management:

• Build and maintain strong, long-lasting relationships with key partners.
• Act as the primary point of contact for channel partners, addressing any issues and providing ongoing support.
• Conduct regular business reviews with partners to assess performance, identify growth opportunities, and align on strategic goals.

Sales Enablement:

• Provide partners with the necessary training, tools, and resources to effectively sell our products and solutions.
• Develop and deliver sales presentations, product demonstrations, and training sessions to partners.
• Create and maintain a library of sales and marketing collateral to support partner activities.

Performance Monitoring and Reporting:

• Monitor partner sales performance, analyzing key metrics and KPIs to identify trends and areas for improvement.
• Prepare regular reports on channel performance, providing insights and recommendations to senior management.
• Collaborate with internal teams to ensure partners have the necessary resources and support to achieve their targets.

Collaboration and Cross-Functional Support:

• Work closely with marketing, product management, and customer support teams to align channel strategies with overall business objectives.
• Participate in the development of channel marketing programs and campaigns to drive partner engagement and sales.
• Provide feedback to internal teams on partner needs, market trends, and competitive intelligence.

Market Expansion:

• Identify and explore new market opportunities and segments for channel growth.
• Develop strategies to penetrate new markets and increase market share through channel partners.

What We Need From You

• Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.
• Minimum of 5 years of experience in channel sales or partner management in Cyber Security (IT and OT). Experience with GSIs a plus.
• Proven track record of achieving sales targets and driving revenue growth through channel partners.
• Strong understanding of channel sales strategies, partner ecosystems, and market dynamics.
• Excellent communication, negotiation, and relationship-building skills.
• Ability to work independently and collaboratively in a fast-paced, dynamic environment.
• Proficiency in Salesforce and other sales tools.
• Travel required – 50%.

What We Offer

• Competitive salary and performance-based incentives.
• Comprehensive benefits package, including health, dental, and vision insurance.
• Opportunities for professional growth and development.
• A supportive and collaborative work environment.