Senior Channel Manager

Summary

Join Veracode, a multi-award-winning leader in Application Risk Management, as a Senior Channel Manager! In this role, you will manage and grow Veracode's business with key global distribution partners. You will collaborate with various teams to drive growth, ensure effective communication, and provide operational support. This position demands a strategic, data-driven approach to maximize the channel ecosystem and enhance global distribution. You will be responsible for managing partner relationships, developing strategic plans, driving new business, and providing operational support. Success requires strong analytical, communication, and negotiation skills within a fast-paced environment.

Requirements

• 7+ years of experience in global channel sales, specifically managing distribution partnerships within a software or SaaS environment, preferably in cybersecurity
• Proven experience managing large-scale distribution programs, with knowledge of the Information Security industry, particularly application security
• Strong analytical, communication, and negotiation skills, with the ability to operate effectively in a fast-paced environment
• Familiarity with AWS and Azure Marketplace strategies, pipeline management, and SaaS distribution models
• Strong organizational skills with an ability to prioritize tasks, manage time effectively, and meet deadlines
• Bachelor’s degree or equivalent experience required; experience in cloud infrastructure or cloud security is preferred

Responsibilities

• Manage and expand Veracode’s revenue with identified distribution partners, ensuring strong end-of-quarter execution and alignment with sales and operational teams
• Lead global partner initiatives focused on engagement, enablement, and demand generation, and build comprehensive business plans (quarterly, semi-annual, and annual) with distributors
• Develop and execute strategic distribution plans in collaboration with Partner Account Managers, aligning on local and regional execution
• Drive new logo acquisition, expansion, and renewal opportunities through global distribution partners, ensuring consistent growth
• Serve as the primary point of contact for distribution partners and internal teams, providing day-to-day operational support and facilitating smooth communication
• Conduct quarterly training for distribution teams, ensuring they understand and can articulate Veracode’s value proposition and are compliant with training certifications
• Leverage ecosystem knowledge to identify “better together” opportunities through cross-functional collaboration
• Align distribution efforts with AWS and Azure Marketplace strategies and maintain a focus on cloud security solutions and application security
• Ensure both sales and technical teams at key distribution partners are up-to-date on training certifications for Veracode Velocity Channel Program requirements

Preferred Qualifications

• Experience in managing distribution partners globally, with a strong understanding of cybersecurity and cloud infrastructure ecosystems
• Proficiency with channel management tools and analytics platforms, with a demonstrated ability to leverage data for strategic decision-making
• Travel up to 30%, including potential international travel

Benefits

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs
• Wellness benefits to help you focus on what’s most important
• ���Take What You Need” time off policy
• Extensive development and training offerings to help you grow your career at Veracode
• Generous 401k match to help save for your future
• Amazing community of professionals who take pride in what we do every day