About the Role
We are seeking a dynamic and results-driven Channel Sales Manager to join our growing cybersecurity company. In this pivotal role, you will be responsible for building, managing, and expanding our partner ecosystem to drive revenue growth through indirect sales channels. You will work closely with Distributors, Resellers, Managed Service Providers (MSPs) and Telecom Operators to promote and sell our advanced cybersecurity solutions, including endpoint protection, threat intelligence, cloud security, and exposure management. Your consistently exceed sales targets through strategic partnership management and joint go-to-market initiatives.
Key Responsibilities
Develop and execute a comprehensive channel sales strategy to achieve and surpass quarterly and annual revenue targets through indirect channels.
Identify, recruit, onboard, and nurture strategic channel partners (VARs, MSPs, Distributors, and SI partners) in assigned territories or verticals.
Build strong relationships with partner executives and sales teams, acting as their trusted advisor on our cybersecurity portfolio.
Provide sales enablement, technical training, and marketing support to partners to ensure they can effectively position and sell our solutions.
Collaborate with internal teams (Marketing, Product, and Technical Support) to create joint business plans, campaigns, and sales plays.
Monitor partner performance, pipeline, and sales forecasts; implement corrective actions when needed to meet targets.
Negotiate channel agreements, pricing, incentives, and MDF (Market Development Funds) programs.
Track competitive landscape and channel trends in the cybersecurity market to identify new opportunities and mitigate risks.
Represent the company at industry events, partner conferences, and trade shows.
Achieve assigned channel sales quota and key performance metrics (e.g., new partner acquisitions, revenue growth, partner satisfaction scores).
Job Requirements
Experience: 5+ years of proven channel sales experience in the cybersecurity, SaaS, or enterprise software industry. Direct experience selling through VARs, MSPs, or distributors is essential.
Track Record: Demonstrated success in building and scaling channel programs that consistently deliver 20%+ YoY growth.
Knowledge: Strong understanding of cybersecurity solutions (e.g., EDR/XDR, SIEM, Firewall, Cloud Security, IAM, Zero Trust, Vulnerability Management). Ability to articulate technical value propositions to both technical and business audiences.
Skills: Excellent relationship-building and negotiation skills. Strong business acumen with the ability to develop joint business plans. Proven ability to work independently and drive results in a fast-paced environment. Proficiency in CRM tools, partner portals, and sales analytics.
Education: Bachelor’s degree in Business, Information Technology, or a related field.
Other: Willingness to travel for partner meetings and industry events.
Job Types: Full-time, Contract
Contract length: 24 months
Work Location: Remote
