Senior Channel and Business Development Manager

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

📋 Description

• This role is perfect for those with an entrepreneurial spirit who relish the challenge of creating opportunities, entering new markets, forming strategic partnerships, and driving business growth.

• We are in search of self-motivated individuals who excel in a dynamic, high-growth setting and are driven by ownership, impact, and tangible results.

• X-PHY is a cybersecurity technology firm focused on developing cutting-edge hardware-based cybersecurity solutions that proactively safeguard businesses from evolving cyber threats.

• We are looking for a Senior Channel Development Manager to spearhead strategic growth within our partner ecosystem and accelerate market adoption.

• This position is not suited for those who prefer a highly structured corporate environment with defined territories and extensive support resources.

• We seek commercially-oriented professionals who are adept at building from the ground up, creating opportunities where none exist, and taking responsibility for business outcomes.

• We believe that builders should be compensated as owners. Alongside competitive pay and incentives, successful candidates will qualify for our performance-based RSU program, aligning personal achievements with the company’s long-term growth and value.

• If you are inspired by the prospect of building something significant, making a market impact, and growing with a company that has ambitious global goals, we would be excited to hear from you.

⛳️ Requirements

• Develop, implement, and refine channel sales strategies to achieve ambitious revenue growth and market expansion.

• Identify, recruit, and activate high-value channel partners, ensuring alignment with X-PHY’s strategic objectives.

• Build and nurture executive-level relationships with key partners, fostering collaboration, joint initiatives, and long-term success.

• Enable and empower channel partners with targeted training programs, sales tools, and ongoing support to enhance their effectiveness in selling X-PHY solutions.

• Design and execute marketing initiatives and sales campaigns to boost partner engagement and performance.

• Analyze channel sales performance, using data-driven insights to refine strategies, forecast revenue trends, and improve partner contributions.

• Collaborate across functions with marketing, product management, and technical support to provide partners with necessary resources and competitive advantages.

• Stay informed on industry trends, competitive dynamics, and emerging technologies to identify new partnership opportunities and fortify X-PHY’s market presence.

• Act as a trusted advisor to partners, guiding them in understanding market positioning, competitive differentiation, and the value propositions of X-PHY products.

• Deliver impactful presentations and strategic proposals to C-level executives, ensuring clear communication of value propositions and partnership benefits.

• Engage with executive leadership both internally and externally to align channel strategies with broader business goals.

• Develop and implement executive-level reporting frameworks, providing insights into channel performance, revenue impact, and future growth opportunities.

• Assist leadership in executing directives and supporting large-scale partner initiatives, ensuring alignment with X-PHY’s corporate strategy and long-term business vision.

• Qualification:

• Bachelor’s degree in Business, Marketing, or a related field is preferred.

• 5–7+ years of experience in direct sales, channel development, partner sales, or strategic alliances, ideally in cybersecurity, SaaS, or enterprise technology.

• Proven track record in driving revenue growth through channel partnerships in a high-performance sales environment.

• Strong leadership and relationship-building skills with the capacity to influence at all organizational levels, both internally and externally.

• In-depth understanding of partner ecosystems, sales enablement, and go-to-market strategies.

• Analytical and strategic thinker skilled in leveraging data to optimize partner performance and inform business decisions.

• Exceptional negotiation, communication, and presentation abilities, with experience engaging C-level executives and senior stakeholders.

• Demonstrated capacity to lead strategic initiatives that align with X-PHY’s mission and growth objectives.

• Familiarity with cybersecurity, cloud, or enterprise IT solutions is highly preferred.

• Self-motivated, results-oriented, and comfortable working in a fast-paced, growth-centric environment.

🏝️ Benefits

• Performance Bonus: Our company acknowledges and rewards high performance with competitive bonuses linked to your results.

• Restricted Stock Units (RSUs): We provide RSUs to contributors, giving you an investment in the company's success and aligning your interests with our long-term growth.

• Collaborative Work Environment: Join a team that prioritizes innovation, collaboration, and continuous improvement.