Sr. Manager, Channel Partners

Doppler

2d•$190,000 - $210,000

About The Position

We’re looking for a highly strategic and hands-on channel partnerships leader to build and scale Doppler’s partner ecosystem. This is not a “head of partnerships” role focused only on top-level strategy. We need someone who can roll up their sleeves, stand up the program from the ground up, recruit the right partners, build repeatable motions, and help drive revenue through channel and services relationships. This person should bring strong existing relationships across the security, DevOps, cloud, infrastructure, and developer tooling ecosystem, especially with partners that influence secrets management, identity, cloud security, platform engineering, and developer workflows. The ideal candidate knows how to identify the right types of partners, structure partnerships that are commercially viable, and turn those relationships into sourced pipeline, implementation services, and long-term revenue. You will work cross-functionally with sales, solutions engineering, customer success, legal, marketing, and leadership to define partner strategy, recruit and onboard partners, build the partner program, and help partners successfully position and deliver Doppler.

Requirements

5+ years of experience in channel, partnerships, alliances, or ecosystem roles in B2B SaaS, infrastructure, security, DevOps, cloud, or developer tooling
Strong existing relationships in the ecosystem, especially with partners relevant to security, DevOps, platform engineering, cloud infrastructure, and developer tools
Experience building or significantly scaling a partner or channel program, ideally in an earlier-stage or high-growth company
Experience working with reseller, referral, and implementation/service partner models
Strong understanding of how partner motions drive pipeline, revenue, services adoption, and customer expansion
Ability to independently build structure where little exists today
Experience working cross-functionally with sales, solutions engineering, legal, finance, and marketing
Strong commercial instincts and comfort navigating partner economics, incentives, and deal structure
Ability to evaluate which partners are strategic versus distracting
Excellent communication skills and ability to build trust internally and externally
Comfort operating as an individual contributor who owns outcomes and execution

Nice To Haves

Experience in secrets management, identity, DevSecOps, cloud security, infrastructure tooling, or developer tooling
Experience working with enterprise resellers, systems integrators, cloud consultancies, and implementation partners
Familiarity with enterprise procurement and complex technical sales cycles
Experience building a partner program at a startup or Series A/B company
Experience with partners like SHI, CDW, WWT, Presidio, Insight, GuidePoint Security, Optiv, or regional/cloud-native consultancies
Familiarity with AWS, Kubernetes, CI/CD, IAM, secrets management, and broader developer infrastructure workflows

Responsibilities

Build Doppler’s channel and services partner program from the ground up
Identify, recruit, and manage high-value reseller, referral, and implementation partners
Develop a clear partner strategy across security, DevOps, cloud, and developer tooling ecosystems
Build and operationalize the core components of the partner program, including partner tiers, incentives, enablement, rules of engagement, and joint go-to-market motions
Create a strong pipeline of partner opportunities that contribute to sourced and influenced revenue goals
Activate your existing network of VARs, SIs, consultancies, MSSPs, cloud partners, and relevant ecosystem players
Work with sales on partner-sourced and partner-influenced deals, including account mapping, co-sell motions, and deal support
Partner with legal and finance to help structure scalable commercial models for reseller, referral, and services partnerships
Build enablement materials and onboarding processes so partners can effectively position, sell, and support Doppler
Collaborate with solutions engineering and customer success to define how services partners can support implementation, migration, and rollout
Track partner performance and build a disciplined operating cadence around pipeline, activity, enablement, and revenue contribution
Help represent Doppler in the market with partners, including strategic meetings, events, and ecosystem networking