Channel Sales Manager

Material Security is looking for a Channel Sales Manager to build and scale our VAR and reseller partner ecosystem. You'll recruit new partners, deepen relationships with existing ones, and turn those relationships into net-new pipeline and faster-closing deals for our direct sales team. This is a build-from-the-ground-up role for someone who has done it before and wants ownership over a channel motion from day one.

RESPONSIBILITIES

• Recruit, onboard, and activate new VAR and channel reseller partners
• Deepen the relationship and bi-directional deal flow with existing partners
• Build and run a partner enablement program: training, deal registration, co-sell playbooks
• Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers
• Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities
• Own partner relationship health, QBRs, and joint business planning with top partners
• Track and report on partner-sourced pipeline and closed-won revenue

WHAT WE'RE LOOKING FOR

• 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
• A track record of accelerating sales cycles through channel partnerships, not just adding volume
• Experience designing partner enablement programs that partners actually use
• Comfort operating with ambiguity and building a channel motion largely from scratch
• Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing

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Material Security is a remote-first workplace with an office in San Francisco, California.

Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected compensation range for this position is $200-230,000 OTE.

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