Senior Channel Manager, North America (National & Regional Security VARs, MSPs, Solution Providers)

3–5 years experience in channel management, partner development, or sales within cybersecurity, IT services, or B2B SaaS. Existing relationships or experience working with large security VARs, MSPs, and regional solution providers. Strong understanding of security-focused partner business models (managed services, resale, referral, MSSP). Demonstrated ability to drive partner engagement, build revenue pipeline, and meet or exceed quotas. Excellent interpersonal, communication, and presentation skills. Strong organizational and analytical capabilities; comfortable with forecasting and KPIs. Experience structuring partner agreements and navigating complex partner ecosystems. Ability to thrive in a dynamic, fast-changing environment with a high degree of ownership. Willingness to travel as needed.

Build and execute a partner strategy for key security-focused VARs, MSPs, and regional solution providers. Recruit, onboard, and enable high-performing MSP/MSSP and VAR partners. Deepen partner commitment through structured enablement and business reviews. Manage partner pipeline development, co-selling motions, and referral processes. Define and refine KPIs and operational processes for partner performance. Create and maintain partner-facing resources. Work closely with partners to jointly develop marketing campaigns and field activities. Meet quarterly revenue targets and partner-attributed goals. Maintain proficiency in Cobalt’s platform and security value propositions. Collaborate cross-functionally with Product, Marketing, Customer Success, and Sales. Travel for partner visits, joint events, and industry conferences.