Senior Channel Manager

About the role

The Senior Channel Manager owns a portfolio of strategic partners and is accountable for revenue growth, pipeline creation, enablement, and joint go-to-market execution. This role drives partner recruitment and onboarding, accelerates sell-through/sell-with, manages MDF and sponsorship investments, and aligns cross-functionally with Sales, Marketing, Product, and Finance to deliver predictable growth.

Requirements

• 7–10+ years in channel/alliances roles with proven ARR impact
• Expertise in co-sell motions, MDF governance, and partner enablement
• Strong commercial acumen and executive presence
• Data-driven operator with strong forecasting and analytic skills
• Ability to travel up to 50-75%

Qualifications & Competencies

• Partner Strategy & Portfolio Management
• Partner Recruitment & Onboarding
• Enablement & Readiness
• Joint Go-to-Market (GTM) & Demand Generation
• Co-Sell & Pipeline Acceleration
• Forecasting, Governance & Compliance
• Cross-Functional Leadership
• Reporting & Insights

Key Deliverables

• Annual: Partner business plans, segmentation, capacity model, and partner quota targets
• Quarterly: QBRs, pipeline and forecast updates, MDF ROI rollups
• Monthly: Campaign/MDF ROI reports, pipeline reviews, partner scorecards
• Weekly: Deal desks, action trackers

Success Metrics (KPIs)

• Revenue: Partner-sourced and influenced ARR, net new logos
• Pipeline: Coverage, SQLs, conversion rates
• Efficiency: Win rate, sales cycle time, average deal size
• Program Health: Certifications, deal reg activity, QBR completion

30-60-90 Day Plan

• 0–30 Days: Partner/territory ramp, internal alignment, baseline pipeline review
• 31–60 Days: GTM planning, partner plan development, co-sell review setup
• 61–90 Days: Launch campaigns, tighten deal reg SLAs, first QBR delivery