Channel Marketing Manager - North America

Key Responsibilities

Regional Channel Demand Strategy & Execution

• Develop and execute a North America channel marketing plan aligned to regional sales targets and partner business plans
• Activate partner-led demand programs including events, webinars, ABM campaigns, digital programs, and co-marketing initiatives
• Translate global partner-ready plays and messaging into regionally relevant, pipeline-generating campaigns
• Serve as the North America marketing point of contact for priority partners and distributors
• Ensure every program ties directly to pipeline generation and revenue outcomes — no vanity metrics

MDF & Co-op Investment Management

• Own North America MDF and co-op budget allocation, governance, and ROI measurement
• Make strategic bets — align MDF investment to partners with the pipeline potential and commitment to perform
• Define measurable outcomes at the point of approval: leads, pipeline, revenue influence
• Track performance and optimize spend in-quarter based on results
• Give Channel Sales and Marketing leadership clear, honest visibility into investment impact

AI-Driven Marketing Optimization

• Use AI tools to accelerate content creation, personalize partner outreach at scale, and speed up campaign execution
• Apply AI-powered intent and account intelligence (e.g., 6sense) to identify where partner and buyer signals align
• Use data and AI-assisted analysis to surface what’s working across the partner portfolio and act on it in-quarter
• Bring new AI-driven approaches to the team

Cross-Functional Regional Alignment

• Partner closely with Channel Sales & Distribution Leadership, Field Marketing, Product Marketing, Partner Enablement & Communications
• Participate in joint planning sessions, QBRs, and partner pipeline reviews
• Ensure marketing priorities reflect real pipeline gaps and growth opportunities

Partner Marketing Activation

• Lead planning and execution of partner-led events and regional initiatives from concept through post-event follow-through
• Plan and execution support of partner Sales Kickoffs (SKOs) and sales training events
• Drive partner participation in regional marketing campaigns
• Translate RSA Field-ready plays and messaging into Partner-ready plays
• Enable partners and distributors to execute campaigns using globally developed toolkits

Measurement & Performance Accountability

• Own and report on regional channel marketing KPIs: Partner-sourced and partner-influenced pipeline, Campaign performance metrics, MDF ROI, Revenue contribution, Partner participation
• Continuously optimize based on data, partner feedback, and sales insights

Required Qualifications

• 6+ years in B2B marketing, with 3–4+ years in channel or partner marketing
• Proven track record driving partner-led demand generation in enterprise technology; cybersecurity experience strongly preferred
• Demonstrated success sourcing or influencing measurable pipeline through partner programs
• Experience planning and executing partner training programs and partner SKOs or sales enablement events
• Strong understanding of multi-tier channel ecosystems and emerging partner models
• Experience managing MDF or co-marketing investment with real budget accountability
• Proficiency with marketing technology platforms (HubSpot, Salesforce, 6sense, or similar); genuine interest in applying AI tools
• Strong analytical capability and comfort with pipeline reporting
• A genuine partner-centric mindset