Channel Manager

Jazz•Boston, MA

About The Position

DLP's rule-based framework is broken. We asked machines to find problems with rigid rules, then expected humans to investigate the noise - an impossible task. Jazz is the new model. It starts with total coverage from a forensic endpoint agent and uses a powerful Agentic Investigator that learns your business. It delivers clear, pre-investigated answers instead of alerts, and is designed to be run by a single person. Finally, DLP that works. Founded in 2024 and backed by leading cybersecurity VCs, we are already deployed with customers worldwide and growing quickly. We're a team obsessed with solving hard problems the right way, and we're looking for builders to join us. We are looking for a highly driven and strategic Channel Partner Manager to build Jazz’s channel ecosystem from zero to one. This is a foundational role: you will design, launch, and own Jazz’s entire channel program, including partner recruitment, enablement, joint field activities, and ongoing pipeline generation. This role is ideal for someone who thrives in early-stage environments, builds deep partner relationships effortlessly, knows the cybersecurity VAR landscape inside-out, and wants full ownership of a mission-critical GTM function.

Requirements

7 years of experience in channel partnerships within cybersecurity.
Proven track record building channel programs from scratch (0 → 1).
Strong network and established credibility with major VARs and regional boutiques.
Experience in onboarding partners, training sellers, and running joint field motions.
Strong understanding of cybersecurity sales cycles; DLP experience is a major plus.
CRM proficiency (HubSpot / Salesforce).

Nice To Haves

Familiarity with AI sales tools (advantage).

Responsibilities

Design and launch Jazz’s full partner program, including tiers, incentives, rules of engagement, deal registration, and margin frameworks.
Develop all partner-facing material: training content, playbooks, demos, pitch decks, competitive positioning, and onboarding frameworks.
Establish and maintain processes for scaling partner engagement and pipeline contribution.
Identify, target, and onboard top VARs, boutique security firms, and cybersecurity-focused resellers.
Build strong relationships with partner leadership and field sellers for ongoing collaboration.
Secure early-stage partner engagement even before large-scale traction develops.
Plan, coordinate, and attend channel-led field activities: dinners, events, SKOs, regional roadshows, and joint marketing efforts.
Ensure partner sellers are fully enabled and confident in positioning Jazz’s differentiated DLP.
Work closely with Jazz AEs to execute co-sell motions and win joint opportunities.
Own deal registration processes and ensure transparency with internal teams.
Monitor partner engagement and revenue contribution to ensure consistent quality and pipeline flow.
Run QBRs, performance reporting, and long-term partnership planning.
Optimize program design and partner prioritization based on results and feedback.
Work closely with Sales, Marketing, the CEO, and the GTM Advisor to shape the partner strategy.
Influence event strategy, budget planning, and resourcing related to channel growth.
Serve as a key voice in Jazz’s scaling strategy and GTM decision-making processes.

Benefits

A rare opportunity to build a mission-critical function from scratch.
High ownership and visibility across the entire company.
Ability to directly shape Jazz’s future GTM strategy and competitive positioning.
Work with a world-class founding team on a massively important problem space (modern DLP).
A fast-paced, high-energy environment where your impact is immediately felt.
You’re not inheriting a program, you’re creating it.
Your work will directly influence Jazz’s revenue scale, brand presence, and market dominance.
Channel will become a major revenue engine for Jazz, and you will be the architect of that success.

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