Channel Manager
Material SecurityEmail Security company
Remote$200-230,000 OTESenior
Founders Fund
Andreessen Horowitz
La Famiglia
Elad Gil
HNVR Technology Investment Management
JAWS Estates Capital
Sales & Account Management
About the role
TL;DR
Build and scale VAR and reseller partner ecosystem for Material Security.
- •Material Security is looking for a Channel Manager to build and scale our VAR and reseller partner ecosystem.
- •Key Responsibilities Recruit, onboard, and activate new VAR and channel reseller partners Deepen the relationship and bi-directional deal flow with existing partners Build and run a partner enablement program: training, deal registration, co-sell playbooks Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities Own partner relationship health, QBRs, and joint business planning with top partners Track and report on partner-sourced pipeline and closed-won revenue Requirements 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline A track record of accelerating sales cycles through channel partnerships, not just adding volume Experience designing partner enablement programs that partners actually use Comfort operating with ambiguity and building a channel motion largely from scratch Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing
Required skills
Business DevelopmentSalesChannel SalesAccount ManagementB2B SalesNegotiationCustomer Service
Nice-to-have skills
Strategic Planning
Domain expertise
cybersecurity
