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
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