Senior Manager, Channel Partners

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

📋 Description

• Establish and develop Doppler’s partner program for channels and services from scratch.

• Identify, recruit, and oversee high-value reseller, referral, and implementation partners.

• Formulate a comprehensive partner strategy across security, DevOps, cloud, and developer tooling ecosystems.

• Create and implement the essential components of the partner program, such as partner tiers, incentives, enablement, engagement rules, and joint go-to-market strategies.

• Generate a robust pipeline of partner opportunities that contribute to revenue goals through sourcing and influencing.

• Leverage your existing connections with VARs, SIs, consultancies, MSSPs, cloud partners, and other relevant stakeholders in the ecosystem.

• Collaborate with sales on partner-sourced and partner-influenced opportunities, including account mapping, co-selling activities, and deal support.

• Work closely with legal and finance teams to establish scalable commercial models for reseller, referral, and service partnerships.

• Develop enablement materials and onboarding processes to ensure partners can effectively position, sell, and support Doppler.

• Partner with solutions engineering and customer success teams to clarify how services partners can assist with implementation, migration, and rollout.

• Monitor partner performance and establish a disciplined operational rhythm around pipeline, activities, enablement, and revenue contributions.

• Represent Doppler in the marketplace alongside partners, including attending strategic meetings, events, and engaging in ecosystem networking.

⛳️ Requirements

• Over 5 years of experience in channel, partnerships, alliances, or ecosystem roles within B2B SaaS, infrastructure, security, DevOps, cloud, or developer tooling sectors.

• Established relationships within the ecosystem, particularly with partners relevant to security, DevOps, platform engineering, cloud infrastructure, and developer tools.

• Proven experience in building or substantially scaling a partner or channel program, preferably in an early-stage or rapidly growing company.

• Familiarity with reseller, referral, and implementation/service partner models.

• Strong understanding of how partner activities drive pipeline, revenue, service adoption, and customer expansion.

• Capability to create structure in areas where it currently lacks.

• Experience collaborating cross-functionally with sales, solutions engineering, legal, finance, and marketing teams.

• Strong commercial acumen and comfort with navigating partner economics, incentives, and deal structures.

• Ability to discern which partners are strategic as opposed to those that may be distracting.

• Exceptional communication skills and the ability to build trust both internally and externally.

• Comfortable operating as an individual contributor who takes ownership of outcomes and execution.

🏝️ Benefits

• Equity in a fast-growing startup at an early stage.

• Comprehensive health insurance (medical, dental, vision).

• Guilt-free unlimited PTO with a strong encouragement of a minimum of 3 weeks!

• Opportunities for upward mobility.

• Stipend for learning and development.

• Access to a wealth advisor.

• 401k plan.

• Pregnancy and family leave.

• Fertility and adoption benefits.

• Equal compensation regardless of gender or race.