Channel Manager

This is a fully remote position, open to applicants in Maine.

📋 Description

• Establish channel priorities and develop a scalable partner growth strategy alongside the VP of Sales.

• Serve as the primary point of contact for existing channel and strategic partner relationships.

• Foster upsell, cross-sell, and expansion opportunities.

• Identify, recruit, and cultivate Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers, referral partners, and distributors.

• Forge strategic alliances with distributors, technology providers, and industry organizations.

• Onboard, educate, and activate new partners effectively.

• Create and implement joint growth initiatives.

• Keep regular communication with partners to identify customer needs, generate referrals, and discover new opportunities.

• Monitor partner activity, pipeline, and revenue within the CRM system.

• Collaborate with Sales Development Representatives (SDRs) on prospecting and outreach efforts.

• Collect partner feedback and market insights to refine partnership strategies and enhance partner experiences.

• Represent Defendify at partner meetings, industry events, and conferences.

• Report directly to the VP of Sales.

• Increase partner-sourced revenue, recruitment, activation, expansion revenue, and overall partner growth.

⛳️ Requirements

• Professional experience in working with MSPs and/or MSSPs.

• Knowledge of MSPs/MSSPs operations, customer service, and the evaluation of technology partnerships.

• Experience in the cybersecurity industry with a solid understanding of solutions, market challenges, and customer needs.

• Proven success in channel sales, strategic partnerships, alliances, partner management, or business development.

• Experience with distributors is advantageous.

• Ability to identify and create mutually beneficial partnerships and translate them into actionable plans.

• Proven experience in driving upsell, cross-sell, and expansion within existing relationships.

• Comfortable with prospecting and soliciting business.

• Ability to balance the growth of existing relationships alongside the development of new ones.

• Driven by revenue objectives and ownership of partner relationships, pipeline, and outcomes.

• Strong and confident communication, organizational skills, and consistent follow-through.

• Self-sufficient and resourceful; adept at working in a growing company environment.

• Familiarity with CRM systems, LinkedIn, automation, and AI tools.

🏝️ Benefits

• Work remotely from the location of your choice.

• Occasional trips to Portland for strategic meetings.

• Opportunity for travel to partner meetings, industry events, and conferences.

• Direct access to sales leadership and collaboration on market entry priorities.

• Chance to influence and expand the partner ecosystem.

• Exposure to various growth avenues, including referrals, resale, distribution, co-marketing, integrations, and strategic alliances.