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Senior Manager, Channel NA Mid-Market
Job Description:
- Hire, lead, coach, and develop a team of 4–6 Channel Account Managers across assigned regions/GEOs
- Set individual and team goals; conduct regular 1:1s, performance reviews, and career development planning
- Build team capability through structured onboarding, coaching, and ongoing sales/partner-management enablement
- Foster a culture of accountability, collaboration, and celebrating wins across the team
- Accountable for team-wide quota attainment across all assigned partners and territories
- Develop and execute Territory Segment Plans and Channel Business Plans aligned to broader business strategy; publish and review progress in quarterly QBRs
- Oversee partner recruitment, onboarding, and activation across the team's regions
- Drive partner-generated pipeline, net-new and expansion revenue, and Partner Generated ARR across the portfolio
- Build executive-level relationships with top-tier partners and alliance organizations to drive measurable business outcomes
- Design and administer partner incentive plans that align partner behavior to team and company revenue goals
- Partner with Sales, Marketing, and Alliances to develop joint go-to-market and co-sell motions, events, and collateral
- Develop and report team- and partner-level metrics monthly/quarterly, highlighting performance, risk, and opportunity to leadership
- Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities
Requirements:
- 8–12 years of experience in sales, channel/alliances, or partner management, including prior people-management experience
- Proven experience managing channel or alliance partnerships with full commercial accountability
- Track record of building and leading high-performing teams, including hiring, coaching, and performance management
- Experience recruiting, developing, and managing both 1- and 2-tier channels across multiple regions
- Exceptional written and verbal communication skills; persuasive and effective presenting to executive audiences
- Strong business analytical skills; proven ability to prioritize and develop strategic plans
- Ability to work well under pressure, thrive in a fast-paced environment, and manage multiple priorities simultaneously
- Travel required (40%+ of time) to support multi-region team and partner engagement
- SaaS or cybersecurity experience highly desirable
Benefits:
- Health insurance
- Professional development opportunities