Regional Channel Manager

Darktrace•Charlotte, IA

About The Position

We are seeking a Regional Channel Manager to evangelize the Darktrace value proposition and cultivate high‑impact, strategic partnerships that drive mutual revenue growth. This role is pivotal to advancing Darktrace’s channel ecosystem—engaging new partners, deepening existing relationships, and ensuring operational follow‑through to deliver measurable business outcomes. The successful candidate will work closely with regional sales leaders and cross‑functional GTM teams to accelerate new business, strengthen partner performance, and execute programs that expand market influence across the Southeast. This position requires travel throughout the territory.

Requirements

Minimum of 5 years of proven experience in channel, alliance, or partnership roles.
Deep understanding of the end‑to‑end software product lifecycle.
Exceptional presentation, facilitation, negotiation, and strategic influencing skills.
Demonstrated success in: Developing and executing targeted partnership strategies and campaigns.
Managing culturally diverse and growing partner ecosystems.
Leading and optimizing segmented client sales portfolios.
Strong commercial acumen, executive communication capability, and operational discipline.
Proven ability to build high‑trust, long‑term relationships across all organizational levels through transparent, frequent, and collaborative communication.

Responsibilities

Strategic Partner Development & Execution Build, execute, and continuously refine targeted partnership strategies and measurable go‑to‑market campaigns that generate new opportunities and expand upsell potential.
Develop strong, trust‑based relationships with partner executives and sales teams—ensuring consistent follow‑through, joint planning, and alignment around shared revenue goals.
Cross‑Functional Collaboration & Partner Enablement Partner closely with marketing, sales support, and enablement teams to drive effective partner recruitment, onboarding, training, and ongoing engagement.
Facilitate knowledge‑sharing and cross‑training initiatives to strengthen partner capability, reduce key‑person dependency, and support long‑term business continuity.
Business Insights, Reporting & Operational Discipline Provide leadership with timely, accurate activity reports, channel insights, and forecast updates to support data‑driven decision making.
Analyze Partner Community performance to identify operational gaps, improve partner productivity, and enhance overall channel execution.
Territory Management & Ecosystem Expansion Develop and manage segmented partner and client portfolios considering industry vertical, region, annual revenue, product mix, and profitability potential.
Represent Darktrace at relevant industry, partner, and customer events to expand market presence and nurture a broad network of lasting business relationships.