Channel, Senior Manager

Summary

Join Cobalt, a company committed to helping organizations with seamless and effective offensive security testing, as a Channel, Senior Manager. This remote UK-based role requires driving the strategy and execution of all channel initiatives to expand market and revenue. You will develop a channel go-to-market strategy, assess and improve current processes, define and implement operational metrics, build and maintain a partnership playbook, and identify, recruit, onboard, and enable partners. The position also involves coordinating with strategic partners, meeting business targets, building and leading a team, maintaining expert-level product knowledge, and collaborating with Marketing and Product teams. This is a high-impact role with both market-building and revenue-driving responsibilities.

Requirements

• Minimum of 10 years of channel and sales experience
• Proven success creating a channel strategy, building, and leading channel teams for high-growth B2B SaaS businesses, with specific material business expansion
• Security industry experience and a network of contacts at MSP and MSSPs in their security practices
• A background in B2B SaaS GTM roles positioning and selling into IT personas (CTO, CISO, etc,)
• Proven quota responsibility and attainment
• A strong leader and motivator with proven success in building a world-class, global ecosystem team with proven, repeatable methodologies
• Demonstrated ability to develop team structures, performance measurements, and forecasting systems with partners
• People-first person who can recruit, hire, and develop a diverse and inclusive decentralized team to meet ambitious goals
• Experienced and credible in building valuable relationships with senior leaders & decision-makers
• High energy individual with exceptional interpersonal, verbal, and written communication skills
• Willingness and ability to travel, both domestically and internationally. Prior experience working with an internationally distributed company is a plus
• Familiarity with structuring and negotiating partnership agreements
• Works well in a rapidly changing growth environment

Responsibilities

• Develop a clear channel go-to-market strategy that shows how Cobalt will effectively build our ecosystem to drive market presence, to speed platform adoption, and to scale revenue growth.in alignment with corporate strategy
• Assess and improve upon current processes, methodologies, infrastructure and metrics to optimize performance of existing and future channel partner relationships
• Define and implement operational metrics and KPIs that measure, optimize, and continually improve effectiveness of ecosystem relationships
• Build and maintain Partnership playbook
• Identify, recruit, onboard and enable partners
• Coordinate with strategic partners to create and execute business plans to meet mutual short- and long-term goals
• Meet business targets on a quarterly basis
• As you gain momentum, build and lead a team to support the partner ecosystem
• Maintain expert-level knowledge in key product functionality
• Travel as necessary
• Work cross-functionally with Marketing and Product to enable partners’ growth
• Contribute positively to Cobalt culture and live our values

Benefits

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US) or pension (EU)
• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)
• Wellness
• Work-from-home equipment & wifi
• Learning & development
• Make the most of our flexible, generous paid time off and paid parental leave