Senior Channel Sales Manager

Summary

Join Red Canary as a Senior Channel Sales Manager and play a critical role in scaling and diversifying our business by building and managing key strategic partnerships within the North America sales region. You will develop and execute go-to-market strategies focused on IR, MSP, and cyber insurance partners, driving revenue growth and ensuring partner success. This involves recruiting new partners, developing existing ones, and collaborating with internal teams to maximize opportunities. You will track key metrics, support field opportunities, and contribute to the development of a scalable GTM blueprint. The ideal candidate possesses extensive channel partner experience in cybersecurity, strong revenue generation skills, and excellent communication abilities. This role offers a competitive base salary, commission, and stock options.

Requirements

• 3+ years successful track record supporting deal closures in the cybersecurity segment
• 5+ years working within the channel partner ecosystem with a demonstrated track record of strong revenue results
• Demonstrated knowledge of and relationships with key channel partners within the cybersecurity ecosystem and in region
• Familiarity with common sales tools, including Salesforce.com
• Excellent presentation and communication skills and the ability to boil down complex topics into clear and easily understandable messages
• Expertise on deal mechanics, funnel and conversion
• Working knowledge and strong relationships with key IR and MSP partners

Responsibilities

• Develop strategy, plan, and oversee execution of go-to-market (GTM) with focus on IR, MSP, and cyber insurance channel partners
• Drive alignment of Red Canary and partner GTM initiatives that results in joint business successes
• Implement and manage co-sales and co-marketing initiatives as a core focus of your GTM plan, including leading engagement and coordination between Red Canary and Partner sales and marketing resources
• Understand and leverage partner capabilities to develop compelling “better together” solutions to differentiate the joint partnership in the market and maximize opportunities
• Track and regularly report on success metrics, including deal registration, pipeline, and revenue
• Understand and support field opportunities and connect them with partner resources to support deal closure
• Identify, recruit and onboard new partners, to address gaps and to maximize GTM scale
• Lead the cross organizational development of a GTM blueprint that will be leveraged to scale MSP and other services provider channel segments
• Collaborate with Marketing to represent Partner needs and influence marketing priorities
• Be an expert resource on our partner ecosystems through a deep understanding of partner service catalogs, personalities, and ideal opportunities for them to better align with Red Canary

Preferred Qualifications

Familiarity with partner ecosystems giving field teams a meaningful lever to convert stuck deals into delighted customers

Benefits

• Base salary for this role is $155,400 - $172,900 per year, plus commission for total estimated on-target earnings (OTE) of $222,000 - $247,000
• This role is eligible for a grant of stock options, subject to the approval of the company's board of directors