Channel Manager

Defendify•Portland, ME

3d•Remote

About The Position

Defendify is seeking an experienced, relationship-driven and revenue-focused Channel Manager to grow partner-sourced revenue by developing channel and strategic partner relationships, expanding existing partnerships, and creating new opportunities through its partner ecosystem. The role focuses on MSPs, MSSPs, distributors, resellers, referral partners, complementary technology providers, industry organizations, and other strategic partners. The Channel Manager will manage current relationships through upselling, cross-selling, expansion, and increased engagement, while recruiting and developing new partners who can bring Defendify’s cybersecurity platform to more organizations. The Channel Manager will partner with the VP of Sales to set channel priorities and build a scalable partner growth engine. They will onboard, educate, and activate partners; create and execute joint growth plans; uncover customer needs and referrals; and build alliances that generate measurable revenue. They will track partner activity, pipeline, and revenue in the CRM, collaborate with SDRs on prospecting when useful, and share partner feedback and market insights to improve the partnership strategy and partner experience. Success involves growing revenue from existing partners, recruiting and activating high-potential partners, establishing productive strategic alliances, meeting partner recruitment and revenue goals, and maintaining trusted relationships and accurate CRM records. The role reports directly to the VP of Sales and includes periodic trips to Portland for team strategy meetings and occasional travel for partner meetings, industry events, and conferences. It may be performed from wherever the employee lives. The opportunity includes helping build Defendify’s partner ecosystem and supporting organizations seeking practical cybersecurity protection.

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 relevant solutions, market challenges, and customer needs.
Proven track record in channel sales, strategic partnerships, alliances, partner management, or business development.
Experience driving upsell, cross-sell, and expansion within existing relationships.
Comfort with prospecting and asking for business.
Ability to identify and structure mutually beneficial partnerships and turn them into actionable joint plans.
Ability to balance growing existing relationships with developing new ones.
Revenue-goal orientation and ownership of partner relationships, pipeline, and outcomes.
Clear, confident communication, strong organization, and consistent follow-through.
Resourcefulness and self-direction, with comfort working in a growing company.
Comfort using tools such as CRM, LinkedIn, automation, and AI.
Focus on generating measurable revenue growth rather than merely maintaining relationships or adding partners.

Nice To Haves

Experience working with distributors.
Experience recruiting, activating, and developing channel and strategic partners across resale, referral, distribution, co-marketing, integrations, and alliances.

Responsibilities

Partner with the VP of Sales to set channel priorities and develop a scalable growth engine across MSPs, MSSPs, distributors, and strategic partners.
Manage existing channel and strategic partner relationships as the primary point of contact, driving upsell, cross-sell, and expansion opportunities.
Identify, recruit, and develop 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 position and sell Defendify confidently.
Develop and execute joint growth plans to increase partner revenue, engagement, and productivity.
Maintain regular partner contact to uncover customer needs, generate referrals, and identify 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 partnership strategy and partner experience.
Represent Defendify at partner meetings, industry events, and conferences, including occasional travel.
Meet or exceed goals for partner recruitment, activation, expansion revenue, and overall partner-sourced growth.
Travel periodically to Portland for team strategy meetings.