Senior Manager, Channel NA Mid-Market
On-siteRemote, Oregon, United States
Job Summary
Lead a high-performing team of 4–6 Channel Account Managers across multiple regions, hiring, coaching, and developing talent to drive partner-generated pipeline and revenue growth. Set individual and team goals, conduct regular 1:1s, and execute Territory Segment Plans aligned to national strategy while publishing quarterly progress reports. Manage partner recruitment, onboarding, and activation, ensuring business plans are held accountable to agreed targets and milestones. Build executive-level relationships with top-tier partners, design incentive plans, and collaborate cross-functionally on go-to-market motions. Report team and partner-level metrics monthly to highlight performance, risk, and opportunities. Requires 8–12 years in channel management with people-leadership experience, 40%+ travel, and SaaS or cybersecurity background.
Required Qualifications
- 8–12 years of experience in sales, channel/alliances, or partner management, including prior people-management experience
- Proven experience managing channel or alliance partnerships with full commercial accountability
- Track record of building and leading high-performing teams, including hiring, coaching, and performance management
- Experience recruiting, developing, and managing both 1- and 2-tier channels across multiple regions
- Comfortable working across direct, indirect, and alliance sales models
- Exceptional written and verbal communication skills
- Persuasive and effective presenting to executive audiences
- Strong business analytical skills
- Proven ability to prioritize and develop strategic plans
- Ability to work well under pressure, thrive in a fast-paced environment, and manage multiple priorities simultaneously
- Travel required (40%+ of time) to support multi-region team and partner engagement
- Minimum 3 years of direct people-management experience
- Minimum 8 years' experience in a channel, partner, or alliance management role
Desired Qualifications
- SaaS or cybersecurity experience highly desirable
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