Field Channel Manager

eSentire

8d • $215,000 - $230,000 • Remote

About The Position

About eSentire
Founded in 2001 and headquartered in Waterloo, Ontario, eSentire is a global leader in Managed Detection and Response (MDR), protecting more than 2,000 organizations across over 35 industries worldwide. The company operates a Controlled Autonomy SecOps model, pairing agentic AI operatives with expert human threat hunters and analysts in a 24/7 Security Operations Centre.
Atlas AI is eSentire's Controlled Autonomy SecOps platform. It connects to a customer's entire security stack and correlates signals across endpoint, network, identity, email, cloud, and SaaS environments to preempt exposure and contain threats. eSentire’s engineering organization is global, serving mid-market and large enterprise customers.
About the Role:
The Channel Manager wins, maintains, and expands relationships with both assigned and prospective channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents the entire range of company products and services to assigned and prospective partners though may focus on a specific solution or product set if focused in a partner vertical market.

Requirements

• Post-secondary education - B.A. or equivalent work experience
• 10+ of sales experience, with at least 5 years in a channel manager
• Consistent track record of overachieving against quota.
• Strong experience in all aspects of sales, including growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• A well-defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
• Demonstrated planning, preparation, and organizational abilities
• Demonstrated capability to call high in an account up to and including the “C” level executives
• Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Demonstrated knowledge of accounting and financial practices.
• Strong problem identification and problem resolution skills.
• High level of proficiency with Microsoft Office productivity suite and Sales Force
• Demonstrated knowledge of sales and marketing techniques and principles
• Flexible attitude, ability to perform under pressure
• Travel domestically up to 50% of the time

Responsibilities

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Proactively recruits new qualifying partners.

Benefits

• We reward strong performance through role-specific incentive programs, including either an annual bonus program or a competitive commission plan
• Competitive benefit program
• Paid parental leave
• Matching RRSP or 401K program
• Competitive employee referral bonus

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree