National Channel Manager
Mend.io•Dallas, TX
•Remote
About The Position
We are seeking an experienced National Channel Manager to drive partner-led growth across the American territory for our application security solutions. This role is critical to our channel expansion strategy, requiring a proven track record of building and scaling VAR and reseller partnerships in technical solution environments.
Requirements
- 3-5+ years of channel sales experience with demonstrated success growing VAR and reseller ecosystems (i.e., GuidePoint partnership experience preferred)
- Proven track record of exceeding channel revenue targets and building productive partner relationships
- Experience selling technical solutions in cybersecurity, DevOps, or developer tools markets
- Deep understanding of partner business models, economics, and what drives partner engagement
- Strong technical aptitude with ability to articulate complex application security concepts to diverse audiences
- Established network of VAR/reseller relationships in North America
- Experience managing the full partner lifecycle from recruitment through enablement and growth
- Self-starter mentality with ability to work independently in a remote environment
- Excellent organizational skills and multitasking capabilities; can quickly adapt to changes in a small, fast-paced environment
- Excellent communication, presentation, and negotiation skills
- Strong analytics and reporting capabilities with account planning experience
- Working knowledge of CRM and sales automation tools
- Demonstrated initiative and creativity
- Willingness to travel up to 50% for partner meetings, customer engagements, and industry events
Responsibilities
- Recruit, onboard, and enable VARs and resellers to drive net-new business and customer expansion
- Develop and execute strategic territory plans to achieve channel revenue targets and increase partner-sourced pipeline
- Build deep relationships with partner sales and technical teams, serving as their trusted advisor on application security solutions
- Conduct regular business reviews with partners to track performance, identify growth opportunities, and optimize joint go-to-market strategies
- Collaborate with internal sales teams to transition appropriate accounts to partner-led models and manage co-sell motions
- Facilitate coordination between Mend Sales teams and partners for new logo business
- Enable partners through training, deal support, and technical resources to ensure successful customer outcomes
- Drive partner marketing activities including joint campaigns, events (planning, execution and in-person attendance), and demand generation programs
- Forecast accurately and maintain detailed partner activity tracking in Salesforce
- Identify whitespace opportunities and develop strategies to penetrate underserved markets through the channel
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
Upload and Match Resume
What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
