Manager, Channel Development – MSP

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

📋 Description

• Lead and expand a global team of Channel Development Managers tasked with recruiting new MSP partners.

• Build, mentor, and oversee territory-aligned Channel Development Managers.

• Take ownership of collective new logo acquisition and new business topline growth targets and KPIs.

• Hire, onboard, mentor, and manage team members' performance.

• Develop scalable recruiting and ramp-up plans across regions and territories.

• Establish pipeline discipline, ensure forecast accuracy, and promote an activity-based sales culture.

• Conduct one-on-ones, pipeline reviews, coaching on calls/deals, and role-playing sessions.

• Create career paths and succession plans for high achievers while managing underperformers.

• Oversee quotas for recruiting new MSP partners through both direct and distribution channels.

• Set territory assignments, quota distribution, and top-of-funnel targets in line with the MSP Ideal Partner Profile.

• Balance inbound leads with self-sourced outbound prospecting efforts.

• Enhance pipeline hygiene, conversion rates, and sales velocity through executed partner agreements.

• Identify upsell and expansion opportunities while ensuring contextual transfer to Partner Success.

• Collaborate with Marketing on sales and technical materials, campaigns, and MDF/co-marketing support.

• Coordinate with Partner Success Managers for disciplined handoffs of newly signed MSPs.

• Work alongside Sales Engineering on demonstrations and managing technical objections.

• Partner with RevOps on forecasting, Salesforce/CRM maintenance, and reporting.

• Represent the Channel Development Manager organization in leadership discussions within the MSP Global Business Unit.

• Provide weekly, monthly, and quarterly reports on team performance, pipeline, conversion, and revenue.

• Lead or contribute to MSP Momentum meetings and skill-building rituals.

• Escalate territory, competitive, and ramp risks with data-driven recommendations.

⛳️ Requirements

• 5+ years of experience in channel development, business development, or partner recruitment within a cybersecurity vendor, MSP, VAR, or DMR, including direct quota-carrying experience.

• 2+ years of experience managing a quota-carrying sales or channel development team, preferably in a rapidly growing SaaS or cybersecurity setting.

• Demonstrated history of exceeding recruitment and revenue targets individually and leading a team to surpass collective objectives.

• Experience in rapidly scaling a team through hiring, onboarding, and ramping while upholding performance standards and company culture.

• An entrepreneurial mindset characterized by creativity, high energy, and the ability to thrive in ambiguity as the team and program grow.

• Strong coaching abilities, including identifying gaps in discovery, objection handling, and closing at the representative level.

• A rigorous approach to ensuring forecast accuracy, maintaining pipeline hygiene, and adhering to CRM discipline using Salesforce.

• Exceptional executive communication skills and comfort in presenting team performance and strategies to senior leadership.

• Proven capacity to manage multiple regions/territories and competing priorities simultaneously with meticulous attention to detail.

• A bold and decisive approach with the willingness to make challenging decisions regarding personnel, territory, or processes.

🏝️ Benefits

• 401(k) with matching contributions.

• Paid time off (PTO) program.

• Health insurance options including HSA and PPO plans.

• Employer-provided life insurance coverage.

• Wellness benefits.

• Competitive salary packages.

• Flexible travel opportunities, ranging from 25% to 50% depending on the season and scheduled events (including team ride-alongs and regional events).