Channel Business Manager
$224,000–$308,000 year
On-siteMontréal, Quebec, Canada
Job Summary
Develop and execute an advanced regional ecosystem strategy in strict alignment with internal regional sales stakeholders and enterprise patch leaders. Architect and negotiate complex, large-scale commercial structures, programmatic bundling, and specialized partner-led incentives to secure high-margin platformization wins. Deepen partner executive relationships to maximize joint growth pipelines, ensuring partners are highly specialized and positioned to deliver successful customer implementations. Work dynamically in a matrixed team environment to ensure partner profitability, technical self-sufficiency, and absolute customer satisfaction. Design and articulate compelling, platform-centric value propositions that inspire national partners to prioritize our security architecture over legacy point-solutions. Lead regular business performance, pipeline health, and relationship reviews with senior ecosystem management and regional sales stakeholders. Maintain meticulous activity dashboards and performance reports within SFDC to monitor deal registration compliance and funnel coverage.
Required Qualifications
- Five to seven years of progressive channel management, alliance management, or ecosystem co-sell experience directly supporting complex enterprise and commercial territories
- Demonstrated experience collaborating and scaling go-to-market motions alongside premium GSIs and CSPs (AWS, Microsoft Azure, Google Cloud)
- Proven expertise in complex, large-deal financial construction, contract negotiation, and multi-party alignment through conflict resolution
- Ability to establish deep, trusted-advisor relationships with internal sales directors, enterprise account managers, and systems engineering leaders to execute a unified territory plan
- Solid understanding of modern channel operating models, cloud partner private offers (CPPOs), MSSP frameworks, and market development fund (MDF) deployment
- Elite initiative and the ability to think creatively, backed by exceptional presentation, written, and cross-functional corporate communication skills
- Is role eligible for Immigration Sponsorship? No
Desired Qualifications
- Master's degree preferred
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