Senior Channel & Business Development Manager – X-PHY, AMER, LATAM

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Actively seek, evaluate, and onboard strategic channel partners throughout the US, Canada, and Latin America.

• Develop localized Go-To-Market strategies that align X-PHY® hardware cybersecurity solutions with the product offerings of partners.

• Focus on high-yield, engaged partners rather than inactive accounts.

• Convert the technical advantages of X-PHY® hardware into partner-centric financial metrics, including margins, customer retention, and operational ease.

• Conduct co-selling sessions, technical presentations, and training webinars for partner sales teams.

• Collaborate with partner representatives to close intricate enterprise deals in sectors such as Healthcare, BFSI, Government, and Manufacturing.

• Create and uphold Rules of Engagement to mitigate channel friction between partners and internal sales teams.

• Establish deal registration processes to safeguard partner-sourced leads.

• Track partner performance metrics to forecast revenue outcomes.

• Utilize PRM and CRM systems to project pipeline, manage Market Development Funds, and monitor partner ROI.

⛳️ Requirements

• 5 to 10 years of demonstrated experience in B2B channel sales, partner management, or business development within Cybersecurity, Enterprise Hardware, Cloud, or SaaS.

• Proficient in Native/C2 Business English for C-suite discussions with US partners.

• Fluent in Native Spanish for contract negotiations in LATAM.

• Strong understanding of endpoint security, Zero-Trust frameworks, firmware protection, and ransomware mitigation.

• Established relationships with IT security distributors, VARs, or MSPs in the US and LATAM, including Ingram Micro, TD SYNNEX, or Westcon.

• Entrepreneurial spirit to create new go-to-market channels from the ground up.

🏝️ Benefits

• A Self-Managed, Ownership-Driven Culture that empowers individuals to take initiative and create impactful changes.

• Performance-Based Bonuses that recognize results, contributions, and value creation.

• A Passionate, Energetic, and Innovative Work Culture that fosters idea-sharing and collaboration.

• Uncapped Commission based on AMER + LATAM partner revenue goals.

• Restricted Stock Units (RSUs) / Equity options.