Channel Partner Sales Manager

The role in one line

Eighteen months ago we had one channel partner and practically no partner-sourced revenue. Today it's a dozen partners and a substantial revenue line, and this is the person who takes the biggest of those relationships national.

What that looks like day to day

You'll own our most significant North American reseller and systems integrator partnerships end to end. Roughly 60% of your time goes on the partners we already have — the large resellers where we've closed the first deals and now need someone to make it a repeatable, national motion rather than a handful of good conversations. The other 40% is finding the next ones. We've gone from one partner to around twelve across the US and EMEA, and we want six more before the year is out.

The thing that makes this sellable is that we fill a genuine hole in partner portfolios. Every reseller has observability. Every reseller has security. Almost none of them have an answer to "something's broken, who do we tell and how do we fix it." That means a partner who picks us up isn't competing with a hundred others selling the same thing — and your job is to make that argument land with partner sellers who hear ten vendor pitches a week.

In practice that looks like the pattern we know works: close a deal with one team inside a partner, then immediately