Channel Sales Manager

Native•Remote,

11h

About The Position

As Native's founding Channel Sales Manager, you'll design, launch, and scale our U.S. channel program from the ground up. You'll own partner strategy end to end - segmenting the partner landscape, recruiting and onboarding the right resellers, MSSPs, and integrators, building the program mechanics (tiers, deal registration, MDF, co-selling, enablement), and driving partner-sourced and partner-influenced pipeline alongside our direct sellers. This is a builder’s role. You’ll take full ownership of the program from day one - writing partner agreements, standing up the portal, training the first sales engineers at our partners, and personally supporting early deals through registration and closing. You’ll work hand-in-hand with our Account Executives, marketing, product, and leadership to turn channel into a durable, multi-million-dollar revenue engine.

Requirements

7+ years in channel, partnerships, or alliances roles in B2B cybersecurity or cloud security.
Experience in early-stage and high-growth startups is strongly preferred.
Demonstrated experience building a channel program from zero.
Experience authoring partner agreements, defining tiers and economics, and setting up deal registration and PRM systems.
Track record of driving meaningful partner-sourced and partner-influenced ARR, ideally helping a company reach $10M+ in partner-attributed revenue.
Established relationships across the U.S. cybersecurity partner ecosystem (VARs, GSIs, distributors).
Comfort operating as a player-coach / individual contributor.
Strong commercial instincts, including modeling partner economics and structuring incentive programs.
Ability to avoid channel conflict with direct sellers.
Excellent communicator and cross-functional operator.
Comfort working closely with AEs, marketing, product, and finance.

Nice To Haves

Time spent in early-stage and high-growth startups.

Responsibilities

Design, launch, and scale the U.S. channel program.
Own partner strategy end to end, including segmentation, recruitment, onboarding, and program mechanics.
Drive partner-sourced and partner-influenced pipeline.
Write partner agreements.
Stand up the partner portal.
Train sales engineers at partner organizations.
Support early deals through registration and closing.
Collaborate with Account Executives, marketing, product, and leadership.
Translate technical product value into a partner-ready story.
Actively leverage AI and modern sales tools to innovate channel strategies.