Senior Channel Manager
New
D
Dropzone AICybersecurity
Remote - USFull-TimeSenior
Salary$120,000 — $160,000 USD base salary; variable pay of $80,000 — $100,000 USD
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Job Details
- Experience
- 5+ years
- Required Skills
- Business DevelopmentCybersecuritySaaSCRM
Requirements
- 5+ years of experience in channel sales, partner management, business development, or enterprise technology sales.
- A demonstrated track record of building productive partner relationships and generating channel-driven revenue.
- Experience working with value-added resellers, solution providers, distributors, managed service providers, or technology partners.
- Strong understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning.
- Ability to develop relationships and influence stakeholders at both executive and field levels.
- Excellent communication, presentation, negotiation, and relationship-management skills.
- Strong business judgment and the ability to prioritize partners and opportunities based on their strategic and revenue potential.
- Experience collaborating with sales, marketing, technical, and customer-facing teams.
- Comfort operating in a fast-paced, high-growth environment with evolving priorities.
- Ability to travel as needed for partner meetings, enablement sessions, and industry events.
- Early-stage startup mindset.
- Being data-driven.
Responsibilities
- Recruit, onboard, and develop high-value channel partners aligned with Dropzone AI’s growth strategy.
- Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders.
- Develop joint business plans that establish clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities.
- Drive partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement.
- Enable partner sales and technical teams to confidently position, demonstrate, and sell Dropzone AI.
- Collaborate with direct sales teams to identify opportunities for partner involvement and develop coordinated account strategies.
- Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing.
- Maintain accurate partner, pipeline, and opportunity data within CRM and partner management systems.
- Monitor partner performance against established goals and provide regular forecasts, reporting, and business reviews.
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