Channel Manager

QuilrAI

14h • $100,000 - $115,000 • Remote

About The Position

The Channel Manager owns a portfolio of partners end-to-end and drives sourced and influenced pipeline through those relationships. The role manages day-to-day partner relationships, enablement, joint go-to-market activities, deal registration, and partner pipeline accuracy. The Channel Manager works directly with the VP of Channel & Alliances and serves as a key partner-facing contact.

This is a builder role supporting a partner program with Managed and Unmanaged tiers and Professional Services and Distributor categories, ahead of a planned January formal launch. The Channel Manager will put program design into practice and carry pipeline and revenue-related targets for assigned partners.

Requirements

• 3 to 6 years of channel, partner, or alliances experience in a SaaS or cybersecurity company, including at least 2 years directly owning partner relationships.
• A track record of driving sourced and influenced pipeline through channel partners; experience with national security VARs and integrators is preferred.
• Comfort using a CRM; HubSpot is preferred, and Salesforce experience is transferable.
• Confidence with spreadsheets and pipeline reporting.
• Strong written and verbal communication skills, including the ability to lead partner QBRs and secure clear commitments.
• Highly organized and detail-oriented, with consistent follow-up and attention to deal-registration and pipeline data.
• Comfort working with ambiguity in a partner program that is being built.
• Ability to work independently in a fully remote environment.

Nice To Haves

• Experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity.
• Existing relationships with security partners such as GuidePoint, WWT, Trace3, Optiv, or similar organizations.
• Familiarity with deal registration mechanics, MDF, and channel-neutrality principles.
• Experience helping establish or evolve a formal partner program.

Responsibilities

• Own relationships and execution for a book of assigned partners, including select national partner regions and Unmanaged-tier partners progressing toward Managed status.
• Carry sourced and influenced pipeline targets for the assigned partner book, set quarterly with the VP of Channel & Alliances.
• Run recurring partner meetings, including weekly working sessions, monthly pipeline reviews, and quarterly business reviews.
• Build relationships with partner sales representatives and understand their portfolios, quotas, and enablement needs.
• Activate dormant partners by identifying low engagement, diagnosing its causes, and helping partners become productive.
• Work with the VP of Channel & Alliances on Managed-tier accounts and execute jointly established initiatives.
• Design and deliver live and on-demand partner training, ride-alongs, and enablement for partner AEs, SEs, and technical champions.
• Keep partner enablement materials current, accessible, and version-controlled.
• Administer partner quizzes and certifications and track completion and engagement in HubSpot.
• Coordinate NFR license issuance for partner technical teams.
• Drive joint go-to-market activities, including co-selling, webinars, regional events, and marketing campaigns.
• Manage deal registration intake, review, approval, and timely communication of decisions for assigned partners.
• Maintain accurate partner-sourced and partner-influenced pipeline data in the CRM, including attribution, stages, and next steps.
• Build and maintain partner pipeline reports and dashboards for weekly channel reviews.
• Identify and resolve stalled deals, conflicts, and channel-neutrality issues.
• Prepare and lead quarterly business reviews for assigned partners.
• Respond to partner questions about program mechanics, agreements, and portal access.
• Help maintain partner records, agreement status, and tier assignments.
• Recommend improvements to program tiers, incentives, and enablement based on partner portfolio activity.

Benefits

• Meaningful early-stage equity grant.
• Comprehensive medical, dental, and vision coverage.
• 401(k).
• Flexible PTO.
• Remote-first work arrangement, with travel to partner events and company offsites of approximately 20 to 25%.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed