Channel Sales Manager

Roles & Responsibilities

1. Channel Partner Development

• Identify, recruit, and onboard new channel partners, system integrators (SIs), and value-added resellers (VARs) across assigned territories.
  
• Establish strong relationships with existing partners to enhance their engagement and business performance.
  
• Evaluate partner capabilities and ensure alignment with company goals and product portfolio.
  

2. Sales Growth & Revenue Achievement

• Drive sales through partner network to achieve quarterly and annual revenue targets.
  
• Work closely with partners to generate new business opportunities and close deals in the cyber security domain.
  
• Monitor sales pipelines, forecasts, and partner performance to ensure consistent business growth.
  

3. Channel Enablement & Training

• Conduct product training sessions, sales enablement workshops, and technical demos for partners.
  
• Ensure partners are well-equipped with product knowledge, sales tools, and marketing materials.
  
• Collaborate with technical teams to support partner presales and post-sales activities.
  

4. Business Planning & Strategy

• Develop and execute territory/channel business plans aligned with organizational goals.
  
• Identify market trends, competition, and potential business opportunities within the cyber security ecosystem.
  
• Recommend strategic initiatives to strengthen market presence and improve channel efficiency.
  

5. Partner Relationship Management

• Serve as the primary point of contact for channel partners, ensuring timely communication and support.
  
• Resolve partner issues, conflicts, or escalations to maintain healthy business relationships.
  
• Conduct regular business reviews with partners to track performance and identify growth areas.
  

6. Marketing & Lead Generation Support

• Collaborate with marketing teams for co-branded campaigns, events, and webinars to generate leads.
  
• Encourage partners to participate in demand-generation programs and ensure follow-up on leads.
  
• Manage MDF (Market Development Funds) utilization and ROI tracking for partner-led initiatives.
  

7. Coordination with OEMs & Distributors

• Work closely with cybersecurity OEMs and distributors for joint go-to-market strategies.
  
• Manage pricing, product positioning, and deal registrations through authorized channels.
  
• Coordinate between OEM technical, marketing, and sales teams for partner success.
  

8. Reporting & Documentation

• Maintain accurate records of partner activities, opportunities, and revenue forecasts in CRM systems.
  
• Submit periodic sales reports, performance analyses, and market feedback to senior management.
  

Key Skills & Attributes

• Strong understanding of

  cybersecurity solutions

  such as endpoint protection, firewalls, network security, SIEM, DLP, and cloud security.
• Proven experience in

  channel sales, partner management

  , and

  IT security product distribution

  .
• Excellent communication, negotiation, and relationship-building skills.
  
• Strategic thinker with a results-driven and target-oriented mindset.
  
• Ability to work collaboratively with internal and external stakeholders.