Channel Marketing Manager - North America

RSA Security•Burlington, MA

About The Position

RSA is looking for a North America Channel Marketing Manager who is passionate about the channel and driven to find new ways to create revenue — not just execute programs. This role owns regional partner-led demand generation and revenue acceleration, aligned to RSA’s Channel Strategy. You will be accountable for planning, executing, and optimizing marketing programs that generate partner-sourced and partner-influenced pipeline across North America — working closely with Channel Sales leadership to align investment with real business priorities. This is a field-facing, execution-focused role. Pipeline contribution, MDF performance, partner event execution, and campaign activation are yours to own. This role partners closely with the Global Channel Enablement & Partner Comms person who will drive overall partner messaging, enablement frameworks, and partner communications.

Requirements

6+ years in B2B marketing, with 3–4+ years in channel or partner marketing
Proven track record driving partner-led demand generation in enterprise technology; cybersecurity experience strongly preferred
Demonstrated success sourcing or influencing measurable pipeline through partner programs
Experience planning and executing partner training programs and partner SKOs or sales enablement events
Strong understanding of multi-tier channel ecosystems and emerging partner models
Experience managing MDF or co-marketing investment with real budget accountability
Proficiency with marketing technology platforms (HubSpot, Salesforce, 6sense, or similar); genuine interest in applying AI tools to improve marketing output and efficiency
Strong analytical capability and comfort with pipeline reporting
A genuine partner-centric mindset — you understand how partners think and what it takes to earn their investment in RSA

Responsibilities

Develop and execute a North America channel marketing plan aligned to regional sales targets and partner business plans
Activate partner-led demand programs including events, webinars, ABM campaigns, digital programs, and co-marketing initiatives
Translate global partner-ready plays and messaging into regionally relevant, pipeline-generating campaigns
Serve as the North America marketing point of contact for priority partners and distributors
Ensure every program ties directly to pipeline generation and revenue outcomes — no vanity metrics
Own North America MDF and co-op budget allocation, governance, and ROI measurement
Make strategic bets — align MDF investment to partners with the pipeline potential and commitment to perform, not just those who ask
Define measurable outcomes at the point of approval: leads, pipeline, revenue influence
Track performance and optimize spend in-quarter based on results, not inertia
Give Channel Sales and Marketing leadership clear, honest visibility into investment impact
Use AI tools to work faster and smarter — accelerate content creation, personalize partner outreach at scale, and speed up campaign execution
Apply AI-powered intent and account intelligence (e.g., 6sense) to identify where partner and buyer signals align, then concentrate MDF and co-marketing accordingly
Use data and AI-assisted analysis to surface what’s working across the partner portfolio and act on it in-quarter
Bring new AI-driven approaches to the team — this role is expected to help push the bar, not just keep up
Partner closely with: Channel Sales & Distribution Leadership Field Marketing Product Marketing Partner Enablement & Communications
Participate in joint planning sessions, QBRs, and partner pipeline reviews — representing marketing performance with confidence
Ensure marketing priorities reflect real pipeline gaps and growth opportunities, not just what’s easy to activate
Lead planning and execution of partner-led events and regional initiatives from concept through post-event follow-through
Plan and execution support of partner Sales Kickoffs (SKOs) and sales training events
Drive partner participation in regional marketing campaigns
Translate RSA Field-ready plays and messaging into Partner-ready plays for regionally relevant, pipeline-generating campaigns
Enable partners and distributors to execute campaigns using globally developed toolkits — and push for adoption
Own and report on regional channel marketing KPIs: Partner-sourced and partner-influenced pipeline Campaign performance metrics MDF ROI Revenue contribution Partner participation in regional programs
Continuously optimize based on data, partner feedback, and sales insights — bring recommendations proactively, not when asked

Benefits

RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.

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