Distribution Channel Manager

Summary

Join Huntress as a Distribution Channel Manager and play a key role in expanding our reach and impact. This hands-on position involves developing and nurturing relationships with distributor partners, opening new high-volume channels, and amplifying the Huntress brand. You will collaborate with internal and external stakeholders to identify opportunities, develop strategic initiatives, and drive the execution of distributor programs. Your efforts will directly contribute to increasing Huntress's revenue and market presence. This remote position offers a competitive salary, bonus, equity, and excellent benefits. The ideal candidate will have 5+ years of experience in channel management, business development, or sales within a B2B SaaS environment, preferably in cybersecurity.

Requirements

• 5+ years of experience in a channel, business development, or sales role, specifically with a focus on distributor relationships, within a B2B SaaS environment, preferably in cybersecurity
• Proven track record of contributing to the growth and management of successful distributor channels
• Understanding of the cybersecurity ecosystem and the value of distributor partnerships
• Strong relationship-building skills, comfortable interacting with various levels within distributor organizations
• A proactive and results-oriented mindset, capable of initiating new relationships and maintaining organized tracking and reporting
• Good communication and presentation skills, with the ability to articulate technical capabilities into clear business outcomes for distributors and joint customers
• Strong organizational skills with an ability to manage multiple projects and priorities
• Ability to work both independently and collaboratively to establish regular planning cadences and achieve joint targets

Responsibilities

• Serve as a primary point of contact for key distributor relationships, fostering strong day-to-day connections with their sales teams, product managers, and channel leadership
• Establish regular planning cadences with distributors for partner and customer targeting, pipeline generation, deal registration, and ensuring readiness for both Huntress and distributor sales organizations
• Support the development and deployment of mutual sales materials, and facilitate regular account planning, sales calls, and customer briefings with our distributors
• Proactively identify and assess new market opportunities, specifically within the distributor landscape, and develop effective strategies for partnership expansion
• Work with distributors to originate and qualify opportunities, track them through the sales cycle, and shepherd them to closure with delivery teams
• Support the execution of joint go-to-market plans with our distributor partners, contributing to strategy, execution schedules, resources, and budgets
• Drive program evangelism through joint lunch-and-learns, roadshows, executive briefings, and webinars, highlighting Huntress's offerings mapped to distributor solution plays
• Assist in planning and executing joint events, digital marketing strategies, and content creation with our distributor partners
• Ensure Huntress's field readiness enablement for distributor channels, including supporting sales enablement programs and training
• Facilitate introductions and meetings between Huntress and distributor account teams, assisting with account mapping and planning
• Participate in regular business reviews, tracking progress against agreed-upon targets, including pipeline velocity and deal value for distributor-driven opportunities
• Collaborate with distributors to identify and develop customer evidence, success stories, and case studies

Benefits

• 100% remote work environment - since our founding in 2015
• Generous paid time off policy, including vacation, sick time, and paid holidays
• 12 weeks of paid parental leave
• Highly competitive and comprehensive medical, dental, and vision benefits plans
• 401(k) with a 5% contribution regardless of employee contribution
• Life and Disability insurance plans
• Stock options for all full-time employees
• One-time $500 reimbursement for building/upgrading home office
• Annual allowance for education and professional development assistance
• $75 USD/month digital reimbursement
• Access to the BetterUp platform for coaching, personal, and professional growth