Material Security provides phishing protection, account takeover prevention, and email DLP for Google Workspace and Microsoft 365. Backed by South Park Commons and Amplify.
About the role
Recruit, onboard, and activate new VAR and channel reseller partners Deepen the relationship and bi-directional deal flow with existing partners
What they're looking for
- 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
- A track record of accelerating sales cycles through channel partnerships, not just adding volume
- Experience designing partner enablement programs that partners actually use
- Comfort operating with ambiguity and building a channel motion largely from scratch
- Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing
- Material Security is a remote-first workplace with an office in San Francisco, California
More about this role
Material Security is looking for a Channel Sales Manager to build and scale our VAR and reseller partner ecosystem. You'll recruit new partners, deepen relationships with existing ones, and turn those relationships into net-new pipeline and faster-closing deals for our direct sales team. This is a build-from-the-ground-up role for someone who has done it before and wants ownership over a channel motion from day one.
Recruit, onboard, and activate new VAR and channel reseller partners
Deepen the relationship and bi-directional deal flow with existing partners
Build and run a partner enablement program: training, deal registration, co-sell playbooks
Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers
Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities
Own partner relationship health, QBRs, and joint business planning with top partners
Track and report on partner-sourced pipeline and closed-won revenue
3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
A track record of accelerating sales cycles through channel partnerships, not...
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