Channel Manager

About the Role The Channel Manager owns a book of partners end-to-end and drives sourced and influenced pipeline through them. You’ll run the day-to-day partner relationship, own enablement and joint go-to-market, and keep deal registration and partner pipeline accurate and productive. You’ll work directly with the VP of Channel & Alliances and act as a second seat at the table with our top partners. This is a builder’s role. Our partner program has a defined structure (Managed and Unmanaged tiers, with Professional Services and Distributor categories) and a January formal launch on the horizon. You’ll help turn program design into program reality and carry a real number against the partners you own. What you’ll do Own a book of named partners Serve as the primary relationship owner for a book of assigned partners, including select national partner regions (specific GuidePoint regional offices, Trace3 or WWT sub-territories) and Unmanaged-tier partners moving toward Managed status Carry a sourced and influenced pipeline number against your assigned book, with quarterly targets set jointly with the VP of Channel & Alliances Run recurring partner cadence: weekly working sessions with priority partner reps, monthly pipeline reviews, and quarterly business reviews with partner leadership Build real relationships with the reps who sell for you. Know their book, know their quota, know what they need from Quilr to close Drive activation of dormant partners in your portfolio: identify low-engagement partners, diagnose why, and get them producing Partner with the VP of Channel & Alliances on Managed-tier accounts (GuidePoint national, WWT, Trace3, key distributors), owning execution on jointly set initiatives Partner enablement & go-to-market Design and deliver partner enablement (live sessions, on-demand training, ride-alongs) for AEs, SEs, and technical champions at partners like GuidePoint, WWT, and Trace3 Keep enablement content (decks, one-pagers, battlecards, competitive collateral) current, findable, and version-controlled Administer partner training quizzes and certifications, and track completion and engagement in HubSpot Coordinate NFR license issuance for partner technical teams Drive joint go-to-market with your partners: co-selling, joint webinars, regional events, and campaign execution in partnership with marketing Deal registration & pipeline hygiene Own deal registration intake, review, and approval for your assigned partners, and communicate decisions back quickly Keep partner-sourced and partner-influenced pipeline clean in CRM: correct partner attribution, accurate stages, up-to-date next steps Build and maintain partner pipeline reports and dashboards for weekly channel reviews Flag stalled deals, conflict situations, and channel-neutrality issues early, and drive them to resolution Prep and lead quarterly business reviews for your assigned partners Program operations Serve as the point of contact for partner questions on program mechanics, agreements, and portal access Help maintain partner records, agreement status, and tier assignments Contribute to program design: propose changes to tiering, incentives, and enablement based on what you see in your book What we’re looking for Required 3 to 6 years of channel, partner, or alliances experience in a SaaS or cybersecurity company, with at least 2 years directly owning partner relationships Track record of driving sourced and influenced pipeline through channel partners, ideally national security VARs and integrators (GuidePoint, WWT, Trace3, Optiv, Presidio, or similar) Comfortable in a CRM (HubSpot preferred; Salesforce experience translates) and confident with spreadsheets and pipeline reporting Strong written and verbal communication; you can walk into a partner QBR, run the room, and leave with clear commitments Highly organized and detail-oriented; the kind of person who notices when a deal reg is missing a field or a partner hasn’t been followed up with in three weeks Comfortable with ambiguity. This is a program being built, not one being maintained Self-directed in a fully remote environment Nice to have Prior experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity Existing relationships at named security partners (GuidePoint, WWT, Trace3, Optiv, or similar) Familiarity with deal registration mechanics, MDF, and channel-neutrality principles Experience helping stand up or evolve a formal partner program Ground-floor impact. You’ll help build a channel program from the earliest stages (the process, the cadence, the partner experience), not inherit someone else’s playbook. Real ownership. You own your book, you own your number, and you have room to run the partnerships the way you know works. Real partners, real deals. From day one you’ll be working with the top security VARs and integrators in the country. Remote, flexible, adult culture. We hire people who own their outcomes and give them the space to do it. Compensation & Benefits Base salary: $100,000 to $115,000 On-target earnings (OTE): $150,000, with variable tied to sourced and influenced partner pipeline, closed partner-attributed revenue, and partner activation milestones Equity: Meaningful early-stage equity grant Comprehensive medical, dental, and vision 401(k) Flexible PTO Remote-first, with travel to partner events and company offsites (approximately 20 to 25%) Ranges reflect a good-faith estimate for this role at a US-remote, seed-stage cybersecurity company. Final offer will reflect experience, location, and skills. #J-18808-Ljbffr QuilrAI