Channel Sales Manager

Summary

Join Tailscale as a Channel Sales Manager (West) and lead the business development strategy and execution with our growing community of Channel partners. Develop a comprehensive go-to-market plan and launch strategic sales motions with Tailscale MSPs and VARs to extend our reach, build sales pipeline, and drive revenue. Work closely with the Sales, Marketing, and Product teams. This is a quota-carrying role reporting into the Revenue organization. You will be responsible for identifying, recruiting, and operationalizing key partners, driving MSP and Reseller sourced and influenced revenue, and leading external enablement of Tailscale to the MSP and Reseller community. Design and implement a scalable partner program, and work with Partner Marketing, Product, and Sales on resources to enable and guide Resellers and VARs.

Requirements

• 3+ years of experience in alliance / partner management, business development, or channel sales, ideally with VARs, Resellers, or MSPs
• Strong communication, presentation, and collaboration skills. Ability to build and nurture trusted executive and cross-functional stakeholder relationships
• Strong initiative, organization, and prioritization skills with the proven ability to work in a self-directed environment
• Proof of quota attainment and the ability to meet and exceed performance objectives
• Data-driven and process-oriented; Have superior project and time management skills, presentation skills, and excellent attention to detail
• Ability to travel ~25% of the time

Responsibilities

• Responsible for identifying, recruiting, and operationalizing key partners that will help accelerate Tailscale’s reach and customer adoption
• Responsible for business planning, partnership, and GTM activities that will drive awareness of Tailscale to resellers and their customers
• Drive MSP and Reseller sourced and influenced revenue
• Lead external enablement of Tailscale to the MSP and Reseller community, playing a key role in educating, sharing best practices, and presenting at events
• Work with other stakeholders to design and implement a scalable partner program, including partner tiers, enablement, certification, and incentive structures for partners
• Work with Partner Marketing, Product, and Sales on resources that will help enable and guide Resellers and VARs in lead-generation activities and closed / won opportunities

Benefits

• A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles)
• Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family!
• Remote first company —most of our teams work fully remotely. Enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you). Some roles require in-office collaboration depending on team needs, which will be clearly noted in the job description
• Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team/department off-sites, or use your individual travel budget to meet up with team members in Canada, the US, or the UK
• Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities
• Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world!
• A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $1000 USD to customize your workstation to make it your own
• Generous parental leave program from your first day. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups for up to 26 weeks