Channel Sales Manager, West Coast
New
J
JobgetherSoftware Security
United StatesFull-TimeManager
Salary not disclosed
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Job Details
- Experience
- 10+ years
- Required Skills
- Change Management
Requirements
- 10+ years of experience building and scaling B2B enterprise SaaS channel partner networks in North America.
- Proven success managing commercial partner ecosystems and driving revenue through indirect sales channels.
- Established relationships with major technology partners, solution providers, or value-added resellers.
- Strong understanding of application security, DevSecOps, software supply chain security, or related technology domains.
- Experience moving partners from transactional relationships to proactive, account-based co-selling models.
- Demonstrated ability to create business plans, execute go-to-market strategies, and achieve revenue targets.
- Strong forecasting, pipeline management, negotiation, and executive relationship-building skills.
- Excellent communication, presentation, and stakeholder management abilities.
- Strategic mindset with the ability to balance long-term business growth with immediate revenue priorities.
- Comfortable operating in fast-changing environments and creating processes where structure does not yet exist.
- Experience using AI tools such as ChatGPT, Claude, Copilot, Gong AI, or similar technologies to improve sales productivity, forecasting, and partner operations.
Responsibilities
- Build and manage strategic relationships with key commercial channel partners, including enterprise solution providers and regional value-added resellers.
- Develop and execute multi-year partner business plans aligned with revenue growth objectives and market expansion strategies.
- Drive partner-sourced and partner-influenced pipeline generation through account mapping, joint selling motions, and targeted campaigns.
- Manage weekly forecasting activities, deal registrations, pipeline visibility, and partner opportunity tracking.
- Collaborate with enterprise sales teams to coordinate field engagement and maximize joint account opportunities.
- Lead quarterly business reviews with partner leadership to align priorities, measure performance, and identify growth opportunities.
- Create and launch partner-focused demand generation initiatives, sales tools, enablement resources, and competitive positioning materials.
- Partner with enablement teams to develop certification programs, training initiatives, and scalable partner education workflows.
- Optimize channel operations by implementing AI-enabled processes for lead management, partner tracking, reporting, and workflow automation.
- Continuously evaluate partner performance, identify improvement opportunities, and build repeatable channel growth frameworks.
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