National Channel Manager

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

📋 Description

• Recruit, onboard, and empower VARs and resellers to foster new business opportunities and facilitate customer growth.

• Formulate and implement strategic territory plans aimed at achieving channel revenue goals and enhancing partner-sourced pipeline.

• Cultivate strong relationships with partner sales and technical teams, acting as a trusted advisor on application security solutions.

• Conduct regular business reviews with partners to monitor performance, pinpoint growth opportunities, and refine joint go-to-market strategies.

• Collaborate with internal sales teams to transition suitable accounts to partner-led models and manage co-selling initiatives.

• Facilitate coordination between Mend Sales teams and partners for acquiring new logos.

• Equip partners through training, deal support, and technical resources to ensure successful customer outcomes.

• Drive partner marketing initiatives, including joint campaigns, event planning and execution, and demand generation programs.

• Accurately forecast and maintain comprehensive tracking of partner activities in Salesforce.

• Identify whitespace opportunities and devise strategies to penetrate underserved markets via the channel.

⛳️ Requirements

• 3-5+ years of experience in channel sales with a proven record of success in growing VAR and reseller ecosystems (GuidePoint partnership experience preferred).

• A history of consistently exceeding channel revenue targets and cultivating productive partner relationships.

• Experience in selling technical solutions within the cybersecurity, DevOps, or developer tools markets.

• In-depth understanding of partner business models, economics, and the factors driving partner engagement.

• Strong technical capability with the ability to explain complex application security concepts to varied audiences.

• Established network of VAR/reseller relationships throughout North America.

• Experience managing the entire partner lifecycle from recruitment to enablement and growth.

• Self-motivated with the capability to work independently in a remote environment.

• Excellent organizational skills and ability to multitask; adept at adapting to changes in a dynamic, fast-paced setting.

• Outstanding communication, presentation, and negotiation skills.

• Strong analytical and reporting skills with experience in account planning.

• Familiarity with CRM and sales automation tools.

• Demonstrated initiative and creativity.

• Willingness to travel up to 50% for partner meetings, customer interactions, and industry events.

🏝️ Benefits

• Health insurance

• Paid time off

• Flexible work arrangements

• Professional development opportunities