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

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

National Channel Manager

Key skills