Channel Manager
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Job Description
Channel Manager responsible for expanding VAR and reseller partnerships in the United States. Driving strategic territory plans and collaborating with partner sales teams in application security solutions.
Responsibilities:
- Recruit, onboard, and enable VARs and resellers to drive net-new business and customer expansion
- Develop and execute strategic territory plans to achieve channel revenue targets and increase partner-sourced pipeline
- Build deep relationships with partner sales and technical teams, serving as their trusted advisor on application security solutions
- Conduct regular business reviews with partners to track performance, identify growth opportunities, and optimize joint go-to-market strategies
- Collaborate with internal sales teams to transition appropriate accounts to partner-led models and manage co-sell motions
- Facilitate coordination between Mend Sales teams and partners for new logo business
- Enable partners through training, deal support, and technical resources to ensure successful customer outcomes
- Drive partner marketing activities including joint campaigns, events (planning, execution and in-person attendance), and demand generation programs
- Forecast accurately and maintain detailed partner activity tracking in Salesforce
- Identify whitespace opportunities and develop strategies to penetrate underserved markets through the channel
Requirements:
- 5+ years of channel sales experience with demonstrated success growing VAR and reseller ecosystems
- Proven track record of exceeding channel revenue targets and building productive partner relationships
- Experience selling technical solutions in cybersecurity, DevOps, or developer tools markets
- Deep understanding of partner business models, economics, and what drives partner engagement
- Strong technical aptitude with ability to articulate complex application security concepts to diverse audiences
- Established network of VAR/reseller relationships in North America
- Experience managing the full partner lifecycle from recruitment through enablement and growth
- Self-starter mentality with ability to work independently in a remote environment
- Excellent organizational skills and multitasking capabilities; can quickly adapt to changes in a small, fast-paced environment
- Excellent communication, presentation, and negotiation skills
- Strong analytics and reporting capabilities with account planning experience
- Working knowledge of CRM and sales automation tools
- Demonstrated initiative and creativity
- Willingness to travel up to 50% for partner meetings, customer engagements, and industry events
Benefits:
- Health insurance
- 401(k) matching
- Professional development opportunities
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