Channel Partner Sales Manager

The role in one line

Eighteen months ago we had one channel partner and practically no partner-sourced revenue. Today it's a dozen partners and a substantial revenue line, and this is the person who takes the biggest of those relationships national.

What that looks like day to day

You'll own our most significant North American reseller and systems integrator partnerships end to end. Roughly 60% of your time goes on the partners we already have — the large resellers where we've closed the first deals and now need someone to make it a repeatable, national motion rather than a handful of good conversations. The other 40% is finding the next ones. We've gone from one partner to around twelve across the US and EMEA, and we want six more before the year is out.

The thing that makes this sellable is that we fill a genuine hole in partner portfolios. Every reseller has observability. Every reseller has security. Almost none of them have an answer to "something's broken, who do we tell and how do we fix it." That means a partner who picks us up isn't competing with a hundred others selling the same thing — and your job is to make that argument land with partner sellers who hear ten vendor pitches a week.

In practice that looks like the pattern we know works: close a deal with one team inside a partner, then immediately use it to get in front of the next vertical. Enablement sessions stood up within weeks, not quarters. A consistent drumbeat of meetings with partner sales teams so we stay top of their list. And a lot of time on-site — this is a national role, and you'll travel for it.

Underneath the relationships, you'll help build the machinery: partner tiers, deal registration, incentives, MDF, certification paths. You'll own partner-sourced and partner-influenced pipeline targets, and you'll be in front of senior leadership regularly with an honest read on which partnerships are earning their keep.

Internally you'll work directly with our Head of Channels and Alliances and our CRO, and pull constantly on Sales, Customer Success, Marketing, Product, and Legal. One thing worth knowing: our sales team is comp-neutral on partner deals with a spiff on top, and partner training is rolling out across the full US and EMEA teams. You won't spend your life fighting channel conflict internally — the incentives already point the right way.

There is no established playbook here. You're writing it.

Who you are

• You've built a career in channel or partner sales at enterprise SaaS companies — cloud, security, AI, data infrastructure, BI — and you can point to the revenue that came out of it.

• You've taken a regional patch and grown it into a national one. You know what breaks when you scale a partner motion, because you've been the one fixing it.

• You already know people inside the big North American resellers — SHI, Trace3, and their peers. Warm doors are the difference between a fast start and a slow one.

• You're entrepreneurial and you own your book. Nobody is going to hand you a playbook, a template, or a weekly checklist, and that's the part you like.

• You know how distribution works. VARs, GSIs, ISVs, resellers: you understand what motivates each of them and where the margin sits.

• You've built the programs, not just worked inside someone else's — deal registration, incentives, tiers, enablement. You know which bits matter and which are theatre.

• You're comfortable in front of CROs, CIOs, and partner execs, and you can hold your own without borrowing someone else's slides.

• You'll get on a plane. This role is on-site with partners regularly, and you're based on the West Coast, in New York, or in Texas.

• Managing people isn't required, but if you've done it, we'd like to hear about it.

Supporting you

We work hard and we think life outside work matters just as much. Our benefits pack is built to support both.

• Market-leading private medical insurance. The proper kind, so you're never weighing up your health against a bill.

• Competitive PTO. Showing up at your best requires switching off, and we make sure you have time to do that.

• First Friday of every month off. Yes, seriously.

• Enhanced 401k. We put real money in, because future-you deserves better than an afterthought.

• Meaningful equity. We're rapidly scaling, and everyone who helps shape the outcome should share in it.

• Unlimited AI spend. For everyone, not just engineers. We're all-in on AI across the company, and we expect you to be too.

• Generous parental leave. The early days with a new baby matter more than anything we're doing here, and we want you to be present for them.

• Two budgets that have your back. $1000 to invest in your setup, $500 a year to invest in yourself.