Channel Manager

Defendify•Portland, ME

2d•Remote

About The Position

Defendify is seeking an experienced, relationship-driven and revenue-focused Channel Manager to grow partner-sourced revenue. The role focuses on expanding existing channel relationships and recruiting, developing, and activating new MSPs, MSSPs, distributors, resellers, referral partners, and strategic alliances. The Channel Manager will grow existing partners through upselling, cross-selling, expansion, and increased engagement, while building new partnership opportunities that bring Defendify’s cybersecurity platform to more organizations. Reporting directly to the VP of Sales, the Channel Manager will help set channel priorities and develop a scalable partner growth engine. The position offers visibility into go-to-market strategy and the opportunity to influence how Defendify recruits, activates, and grows its partner ecosystem. The role is remote and can be performed from wherever the employee lives, with periodic trips to Portland, Maine, for team strategy meetings and occasional travel for partner meetings, industry events, and conferences. Success means generating measurable partner-sourced growth: increasing revenue from existing partners, recruiting high-potential partners and making them productive, creating qualified opportunities through strategic alliances, and meeting or exceeding goals for recruitment, activation, expansion revenue, and overall partner growth. The role requires a balance of relationship building, prospecting, execution, accountability, and revenue ownership.

Requirements

Professional experience working with MSPs and/or MSSPs, with an understanding of how they operate, serve customers, and evaluate technology partnerships.
Cybersecurity industry experience and understanding of cybersecurity solutions, market challenges, and customer needs.
A proven track record in channel sales, strategic partnerships, alliances, partner management, or business development.
Ability to identify and structure mutually beneficial partnerships and turn them into actionable joint plans.
Experience driving upsell, cross-sell, and expansion within existing relationships, and comfort with prospecting and asking for business.
Ability to balance growing existing relationships with developing new ones.
Motivation by revenue goals and ownership of partner relationships, pipeline, and outcomes.
Clear and confident communication, organization, and consistent follow-through.
Resourcefulness and self-direction, enjoyment of working in a growing company, and interest in leveraging tools such as CRM, LinkedIn, automation, and AI.
Focus on generating real revenue growth rather than simply maintaining relationships or adding partners to a list.

Nice To Haves

Experience working with distributors.

Responsibilities

Partner with the VP of Sales to set channel priorities and build a scalable partner growth engine across MSPs, MSSPs, distributors, and strategic partners.
Own relationships with existing channel and strategic partners as their primary point of contact, driving upsell, cross-sell, and expansion opportunities.
Identify, recruit, and develop new MSPs, MSSPs, resellers, referral partners, and distributors.
Build strategic alliances with distributors, complementary technology providers, and industry organizations that create joint opportunities and measurable revenue.
Onboard, educate, and activate new partners so they can confidently position and sell Defendify.
Develop and execute joint growth plans that increase partner revenue, engagement, and productivity.
Stay in regular contact with partners to uncover customer needs, generate referrals, and surface new opportunities.
Track partner activity, pipeline, and revenue in the CRM, and collaborate with SDRs on prospecting and outreach when useful.
Gather partner feedback and market insights to improve the partnership strategy and partner experience.
Represent Defendify at partner meetings, industry events, and conferences, including occasional travel.