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Coalition SecurityCoalition SecurityUnited States

Channel Sales Manager

Builds and manages a quota-carrying channel business by recruiting, enabling, and co-selling with VARs and strategic partners. Requires at least five years of channel or business development experience, strong presentation skills, CRM proficiency, and ideally cybersecurity or SaaS experience.

140k – 170k/yr
Remote5+ YOEPartnerships

About the role

Responsibilities

  • Drive channel sales by identifying, recruiting, and enabling high-potential VARs and strategic partners.
  • Own a quota-based book of business, managing channel-sourced and partner-influenced pipeline from prospecting through close.
  • Build and execute partner go-to-market plans with Sales and Marketing, including campaigns, enablement, and co-selling motions.
  • Plan and execute partner events, webinars, and trade shows to create demand, accelerate deals, and strengthen relationships.
  • Develop multi-level relationships within partner organizations to increase mindshare and deal velocity.
  • Use CRM and partner management tools to forecast, report performance, and refine territory and account strategy.

Requirements

  • 5+ years of experience in channel management, channel sales, or business development, with a record of achieving revenue targets through partners.
  • Experience with VARs, distributors, or other indirect channels, ideally in cybersecurity, SaaS, or related technology sectors.
  • Collaborative, self-motivated, and results-oriented approach.
  • Ability to manage multiple partners, programs, and opportunities in a fast-paced environment.
  • Exceptional verbal, written, and presentation skills, including executive presentations and partner enablement sessions.
  • Comfort using social media and digital channels for professional networking and partner engagement.
  • Strong organizational, creative, and problem-solving skills with a data-informed approach to pipeline and forecasting.
  • Proficiency with Excel or Sheets, PowerPoint or Slides, Salesforce, and partner or channel management tools.

Nice-to-haves

  • Experience building or scaling a channel program or territory, including partner onboarding, enablement, and incentive structures.
  • Experience selling cybersecurity products, security services, or other technical solutions through partners.
  • Experience working with distributed teams across time zones.
  • Familiarity with Wirespeed or similar security solutions and current cybersecurity trends.
  • Success using events, trade shows, or user conferences for channel demand generation.

Compensation and Benefits

  • US base salary: $140,000-$170,000 per year, depending on geographic market and other relevant factors.
  • OTE target: $210,000-$240,000+, with uncapped potential.
  • 100% medical, dental, and vision coverage.
  • Flexible PTO policy.
  • Annual home-office stipend and WeWork access.
  • Mental and physical health wellness programs.
  • Competitive compensation and advancement opportunities.

Skills

Channel SalesBusiness DevelopmentvarsCybersecuritySaaSgo-to-marketPartner EnablementSalesforceCRMpipeline forecastingDemand GenerationExcelPowerPointSocial MediaPartner Management

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