This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sr. Manager, Channel Partners based in the United States.
This is a strategic, high-impact opportunity to build and scale a channel partner ecosystem from the ground up within a fast-growing B2B SaaS environment. You will drive the development of partner programs that accelerate revenue growth, expand market reach, and strengthen go-to-market execution. Working cross-functionally with sales, customer success, marketing, legal, finance, and solutions engineering, you will establish long-term partnerships across the security, cloud, DevOps, and developer tooling landscape. This role combines strategic planning with hands-on execution, requiring someone who can create scalable partner motions while directly influencing pipeline and commercial success. You'll have the autonomy to shape partnership strategy, develop operational frameworks, and cultivate relationships that deliver measurable business impact. If you thrive in entrepreneurial environments where your contributions directly influence company growth, this is an exceptional opportunity to make a lasting impact.
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sr. Manager, Channel Partners based in the United States.
This is a strategic, high-impact opportunity to build and scale a channel partner ecosystem from the ground up within a fast-growing B2B SaaS environment. You will drive the development of partner programs that accelerate revenue growth, expand market reach, and strengthen go-to-market execution. Working cross-functionally with sales, customer success, marketing, legal, finance, and solutions engineering, you will establish long-term partnerships across the security, cloud, DevOps, and developer tooling landscape. This role combines strategic planning with hands-on execution, requiring someone who can create scalable partner motions while directly influencing pipeline and commercial success. You'll have the autonomy to shape partnership strategy, develop operational frameworks, and cultivate relationships that deliver measurable business impact. If you thrive in entrepreneurial environments where your contributions directly influence company growth, this is an exceptional opportunity to make a lasting impact.
Accountabilities:
- Build and launch a comprehensive channel and services partner program, establishing scalable frameworks for reseller, referral, and implementation partnerships.
- Identify, recruit, onboard, and manage strategic partners across the security, DevOps, cloud infrastructure, and developer tooling ecosystem.
- Develop partner strategies, tiering models, incentives, enablement programs, and joint go-to-market initiatives that support sustainable revenue growth.
- Collaborate closely with sales teams on co-selling initiatives, account mapping, partner-sourced opportunities, and deal execution.
- Partner with legal, finance, and leadership to develop commercially viable partnership agreements and scalable business models.
- Create partner onboarding resources, sales enablement content, and operational processes that drive partner success and customer adoption.
- Work alongside customer success and solutions engineering teams to define implementation and service delivery models.
- Monitor partner performance through metrics, pipeline reporting, and operational reviews while continuously optimizing program effectiveness.
- Represent the organization at strategic partner meetings, industry events, and ecosystem networking opportunities.
- 5+ years of experience in channel partnerships, alliances, ecosystem development, or related roles within B2B SaaS, cloud, infrastructure, security, DevOps, or developer tooling.
- Proven experience building or significantly scaling partner programs in startup or high-growth environments.
- Strong network of relationships across resellers, systems integrators, cloud consultancies, managed service providers, or security-focused partners.
- Deep understanding of partner-driven revenue models, co-sell strategies, implementation partnerships, and customer expansion initiatives.
- Experience collaborating cross-functionally with sales, legal, finance, marketing, customer success, and technical teams.
- Strong commercial acumen with experience negotiating partner economics, incentives, and partnership agreements.
- Excellent strategic thinking, prioritization, communication, and relationship-building skills.
- Ability to operate independently, execute with minimal oversight, and build scalable processes from the ground up.
- Experience within developer infrastructure, cloud security, identity management, DevSecOps, or related technical ecosystems is highly desirable.
- Competitive On-Target Earnings (OTE) ranging from $190,000 to $210,000.
- Early-stage equity package with significant long-term growth potential.
- Comprehensive medical, dental, and vision healthcare coverage.
- Unlimited paid time off with a strongly encouraged minimum of three weeks annually.
- 401(k) retirement savings plan.
- Learning and development stipend to support continuous professional growth.
- Wealth advisory services.
- Pregnancy, parental, fertility, and adoption benefits.
- Equal compensation practices and an inclusive workplace culture.
- Strong opportunities for career progression within a rapidly growing organization.