Channel Manager, US Hub City (United States)

DefensX

Job Title : Channel Manager

Location : Remote. US hub city. 

70/30 base/variable. No Cap.

About DefensX

DefensX instantly converts any browser tab into a Zero-Trust workspace for employees and AI agents; no browser switch, no friction. It layers ZTNA-grade remote data access, policy-aligned DLP with real-time PII and prompt inspection, and six AI-powered tiers of phishing resistance that neutralize threats on contact. An adaptive AI engine continuously maps user behavior, auto-tunes defenses, and launches autonomous micro-trainings in seconds. Enterprises gain 360° protection that accelerates safe AI adoption, eliminates VPN/VDI drag, collapses tool sprawl, and scales security effortlessly as they grow.

We’re a fast-growing company with a passionate team driving innovation in the secure browser category. Our sales and engineering experts work hand-in-hand with channel partners and their customers to deliver results. Recognized with multiple awards, DefensX is setting the pace in a rapidly expanding market. As we continue to grow, we’re looking for driven, like-minded people to join our team and help shape the future of cybersecurity.

Position Overview

The Channel Manager is responsible for driving DefensX revenue growth through strategic distribution partners and the MSP, MSSP, VAR reseller ecosystem. This role focuses on scaling up distributors, recruiting and enabling partners through distribution, and executing programs that generate pipeline and accelerate partner success.

The ideal candidate has experience working with cybersecurity software sold through distribution and understands how to leverage distributor resources, inside sales teams, marketing programs, and partner communities to drive consistent growth. DefensX is looking for a results driven candidate that understands how to work with MSP/MSSP and distributor sales teams. This role is focused on recruiting new partners, enabling existing partners, and supporting field events to drive pipeline and revenue. 

Key Responsibilities

Channel Management

• Own strategic relationships with assigned distributors.
• Recruit and scale strategic MSP/MSSP/Reseller partners.
• Develop and execute joint business plans with distributor leadership.
• Conduct Quarterly Business Reviews (QBRs) with distribution partners.
• Work closely with distributor channel account managers to identify, recruit, and activate new MSPs, MSSPs, VARs, and resellers.
• Coordinate distributor-led campaigns, promotions, webinars, and partner events.

· Track distributor performance against revenue and recruitment goals.

· Identify opportunities to increase partner engagement within each distributor's ecosystem.

• Coordinate technical training and certification programs.
• Ensure partners are equipped to effectively position and sell DefensX.
• Drive partner adoption and long-term engagement.

Revenue Growth

• Generate partner-sourced pipeline through distribution: SQLs for sales team.
• Support partners throughout the sales cycle.
• Build and maintain a healthy channel pipeline.
• Accurately forecast channel revenue.
• Execute joint account planning with key partners.

Field Engagement

• Represent the company at distributor events, partner roadshows, trade shows, conferences, and regional meetings.
• Conduct in-person partner visits and lunch-and-learn sessions.
• Support distributor-sponsored marketing activities.
• Present product demonstrations and value propositions to partners.

Key Performance Indicators (KPIs)

• Distributor-generated sales qualified leads (SQL)
• New partner recruitment and activation
• Active partner growth
• Quarterly Business Reviews completed
• Distributor engagement and performance
• Channel enablement and certification completion
• Sales forecast accuracy
• Partner retention and expansion

Qualifications

Required

• 3–7 years of channel sales or channel management experience.
• Experience selling cybersecurity or SaaS solutions through distribution.
• Strong understanding of the MSP, MSSP, VAR, and reseller ecosystem.
• Experience managing distributor relationships.
• Proven ability to recruit and grow channel partners.
• Excellent presentation, communication, and relationship-building skills.
• Experience with Hubspot, Salesforce or similar CRM.

Preferred

• Experience working with distributors and channel partners such as Pax8, Arrow, Ingram Micro, Sherweb, Guidepoint, CDW, Ahead or similar organizations.
• Background in cybersecurity technologies such as Zero Trust, Secure Browser, SASE, SSE, Identity, Endpoint Security, or Network Security.
• Experience executing channel programs, marketing and partner enablement programs.

What We Offer  

• Competitive comp structure: base salary with an uncapped commission structure. 
• Opportunity for equity. 
• Health benefits. 
• Remote work flexibility and a supportive work environment based on mutual respect that embraces diversity. 
• Professional development opportunities, including certifications and training in cybersecurity and channel sales. 
• Collaborative culture focused on innovation, teamwork, and growth. 
• Opportunity to make a significant impact in the fast-growing field of cybersecurity with a dynamic up-and-coming company and a motivated team.