Senior Channel Manager, North America (National & Regional Security VARs, MSPs, Solution Providers)
Skills
- Channel strategy and partner development
- Partner recruitment and onboarding
- Partner enablement and training
- Pipeline management and co-selling
- Forecasting and KPI management
- Partner agreement structuring
- Strong presentation and influencing skills
- Analytical and organizational capability
- Familiarity with security business models (resale, managed services, referral, MSSP)
- Willingness to travel
Responsibilities
- Build and execute partner strategy for national and regional security VARs, MSPs, MSSPs and solution providers.
- Recruit, onboard, train and enable high-performing partners to drive adoption and recurring revenue.
- Deepen partner commitment through structured enablement, regular business reviews and mutual success plans.
- Manage partner pipeline development, co-selling motions, referral processes and forecast accuracy.
- Define and refine KPIs and operational processes to ensure predictable partner performance and revenue.
- Create and maintain partner-facing resources including playbooks, enablement content and value-selling tools.
- Collaborate with partners on joint marketing campaigns, field events and industry activities to amplify pipeline.
- Meet quarterly revenue targets and partner-attributed goals.
- Maintain product and security value proposition proficiency to support partner training and enablement.
- Work cross-functionally with Product, Marketing, Customer Success and Sales to support partner activation and customer lifecycle success.
- Travel for partner visits, joint events and industry conferences as needed.
Education
- Bachelor's degree preferred or equivalent professional experience
- Relevant certifications or channel/sales training are a plus
Benefits
- Competitive base salary + commission + equity
- 401(k) program (US) or pension (EU)
- Medical, dental, vision and life insurance (US) or statutory healthcare (EU)
- Wellness, WFH equipment & wifi, and learning & development stipends
- Flexible paid time off and paid parental leave
- Remote-first work environment and travel reimbursement for partner events
Average salary estimate
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