Senior Manager, Channels

Role Overview

We're looking for an experienced cybersecurity channel leader who can build and scale our partner ecosystem. This will initially be an individual contributor role, but with the opportunity to move into a broader leadership position as the business grows.

This is a strategic hire for us. We need someone who can both develop the channel strategy and execute in the field — not someone who simply manages existing partner relationships.

Key Responsibilities

• Own and execute the company's channel GTM strategy, with a focus on driving partner-sourced pipeline and revenue.

• Build and expand relationships with key national and regional partners, including GuidePoint, Optiv, Presidio, and other cybersecurity-focused VARs and solution providers.

• Drive joint account planning, co-selling, partner enablement, and field engagement alongside our direct sales team.

• Establish the foundational channel programs, processes, incentives, and deal-registration framework needed to scale.

• Identify, recruit, and activate new partners who can meaningfully accelerate our market reach.

• Work closely with Sales, Marketing, Product, and executive leadership to align partner strategy with our broader GTM priorities.

• Own measurable outcomes around partner-sourced pipeline, influenced revenue, partner activation, and ultimately closed ARR.

Ideal Candidate

• 7–10+ years of experience in cybersecurity sales, channels, or strategic alliances.

• Established relationships within the cybersecurity VAR/reseller ecosystem and ideally AWS.

• Proven ability to build a channel motion at an early-stage or high-growth cybersecurity company.

• Strong commercial instincts and a track record of generating pipeline and closing business through partners.