Position Overview
We are seeking a strategic and results-driven New Business Channel Development Manager to drive channel partnerships and alliances that accelerate market expansion in commercial markets. This role will focus on identifying, developing, and managing high-impact channel relationships with Value-Added Resellers (VARs), System Integrators (SIs), Distributors, and Industry Associations. The ideal candidate has a strong background in channel sales, business development, and partner management, particularly in cybersecurity, IT, cloud services, or enterprise software. This role requires a hunter mindset with the ability to develop strategic relationships, execute partnership agreements, and drive revenue growth through channel partners.Key Responsibilities
Channel Strategy & Development- Identify, recruit, and onboard new strategic channel partners, including VARs, SIs, and distributors.
- Develop and execute a channel development strategy that aligns with business goals and accelerates revenue growth.
- Build go-to-market (GTM) plans with partners to drive sales, lead generation, and brand visibility.
- Own and execute targeted breakthrough strategies to secure relationships with high-impact partners like Carahsoft, Ingram Micro, SHI, DLT, and leading IT service providers.
- Act as the key relationship manager for new channel partners, ensuring high engagement and performance.
- Establish and manage partner enablement programs, training, and co-marketing initiatives.
- Work closely with partners to develop joint sales strategies, pipeline reviews, and account mapping efforts.
- Develop custom solutions and integration opportunities with partners to enhance their offerings.
- Negotiate and manage partner agreements, revenue-sharing models, and performance KPIs.
- Analyze industry trends, competitor activities, and emerging technology opportunities to refine channel strategies.
- Identify new market opportunities through industry associations, trade shows, and networking groups.
- Stay informed on enterprise cybersecurity, cloud computing, and IT infrastructure trends.
- Education: Bachelor’s degree in Business, Marketing, Sales, or a related field. MBA preferred.
- Experience: 5+ years in channel sales, partner management, or business development, preferably in cybersecurity, IT, or enterprise software.
- Proven track record of building and scaling channel programs that drive revenue growth.
- Strong network within the technology, cybersecurity, and IT service provider ecosystem.
- Deep understanding of partner sales models, reseller programs, and distribution networks.
- Experience working with tools like HubSpot, Google Sheets and partner portals.
- Exceptional negotiation, communication, and relationship management skills.
- Ability to execute targeted outreach strategies and secure high-value partnerships.
- Experience working with distributors, IT service providers, and technology alliances.
- Familiarity with onboarding new partners and developing custom pricing model.
- Existing relationships with key enterprise software vendors and channel sales organizations.
- Understanding of Cyber Services and SaaS distribution models.
- Ownership of a high-impact channel strategy in a fast-growing industry.
- Competitive salary, performance-based bonuses, and comprehensive benefits.
- Direct influence on company growth by developing key partnerships.
- Career advancement opportunities with access to executive leadership.
- Flexible work environment with remote/hybrid options.