Channel Sales Manager, West Coast
RemoteCentral, Louisiana, United States or Western, Nebraska, United States
Job Summary
Drive active field engagement and executive relationship management across key West Coast commercial partners including Optiv, Guidepoint, Presidio, and CDW. Orchestrate daily co-selling between Enterprise Account Executives and partner teams while providing weekly forecasting on pipeline, deal registrations, and stage velocity. Architect multi-year growth plans for top-tier partners and lead quarterly business reviews to ensure strategic alignment and joint investment. Execute joint QBR business plans, launch co-sell campaigns targeting competitive displacements, and establish AI-assisted lead routing workflows. Redesign legacy channel processes into modern, AI-enabled workflows automating lead distribution and enablement auditing. Collaborate with Product Marketing and Sales Enablement to co-create sales tools, campaign collateral, and scalable certification tracks. Deliver over 100% year-over-year partner-sourced commercial ARR growth by operationalizing scalable, AI-enabled partner management playbooks.
Required Qualifications
- 10+ years of demonstrated success building and scaling B2B Enterprise SaaS channel partner networks in North America
- Established relationships and proven track record with major commercial partners, including Optiv, Guidepoint, Presidio, CDW, and West Coast regional VARs
- Strong technical fluency in application security, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance
- Proven capability to move partners from passive order-taking to proactive, account-based outbound co-selling
- Thinks holistically about company-wide impact, making strategic trade-offs that maximize enterprise ARR growth
- Experiments before playbooks exist, adapting quickly to AI market shifts and sharing insights across the organization
- Ruthlessly prioritizes revenue-generating outcomes over partner activity lists
- Uses AI tools (ChatGPT, Claude, Copilot, Gong AI) to automate account mapping, summarize partner QBRs, draft co-marketing campaign messaging, and optimize pipeline forecasting workflows
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