Senior Channel Manager

About the role

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Channel Manager based in United States. This role offers the opportunity to build and scale a strategic partner ecosystem within a fast-growing cybersecurity and AI environment. You will recruit, develop, and manage relationships with resellers, solution providers, distributors, and other technology partners. The position combines channel strategy, revenue generation, partner enablement, and joint go-to-market execution. You will work closely with Sales, Marketing, Sales Engineering, Customer Success, and Product teams to turn partner relationships into repeatable pipeline and revenue. The role requires strong executive presence, commercial judgment, and the ability to operate effectively in a high-growth environment where priorities evolve quickly. You will have significant influence over partner programs, business plans, incentives, and processes as the channel organization continues to scale. This is an ideal opportunity for a data-driven channel professional who enjoys building relationships, navigating ambiguity, and accelerating growth through strategic partnerships.

Responsibilities

• Recruit, onboard, and develop high-value channel partners aligned with strategic growth objectives.
• Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders.
• Develop joint business plans with clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities.
• Generate partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement.
• Enable partner sales and technical teams to confidently position, demonstrate, and sell cybersecurity solutions.
• Collaborate with direct sales teams to identify opportunities for partner involvement and create coordinated account strategies.
• Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing.
• Maintain accurate partner, pipeline, and opportunity information across CRM and partner management systems.
• Monitor partner performance against established objectives and provide regular forecasts, reporting, and business reviews.
• Gather partner and market feedback to inform sales, marketing, product, and channel strategies.
• Represent the organization at partner meetings, industry conferences, enablement sessions, and customer events.
• Help evolve channel programs, incentives, processes, and resources as the partner ecosystem grows.
• Work cross-functionally to strengthen partner engagement and maximize the commercial impact of the channel.

Requirements

• 5+ years of experience in channel sales, partner management, business development, or enterprise technology sales.
• Demonstrated track record of developing productive partner relationships and generating channel-driven revenue.
• Experience working with value-added resellers, solution providers, distributors, managed service providers, or technology partners.
• Strong understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning.
• Proven ability to build relationships and influence stakeholders at both executive and field levels.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Strong business judgment and the ability to prioritize partners and opportunities based on strategic and revenue potential.
• Experience collaborating effectively with sales, marketing, technical, and customer-facing teams.
• Comfortable operating in a fast-paced, high-growth environment with changing priorities