# Channel Sales Manager

**Company:** [Material Security](https://hotfix.jobs/companies/material-security)
**Location:** Remote
**Role:** Account Management
**Salary:** $200k – $230k/yr
**Experience:** 3+ years
**Skills:** Channel Sales, var, reseller partnerships, Partner Enablement, Pipeline Generation, deal registration, co-sell playbooks, QBRs, joint business planning
**Posted:** 2026-07-24

> Build and scale the VAR and reseller partner ecosystem for Material Security by recruiting partners, running enablement programs, generating pipeline, and accelerating deals with the direct sales team. Requires 3-5+ years channel sales experience with VARs/resellers and a track record of building channel motions from scratch.

## Job Description

## Responsibilities
- Recruit, onboard, and activate new VAR and channel reseller partners
- Deepen the relationship and bi-directional deal flow with existing partners
- Build and run a partner enablement program: training, deal registration, co-sell playbooks
- Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers
- Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities
- Own partner relationship health, QBRs, and joint business planning with top partners
- Track and report on partner-sourced pipeline and closed-won revenue

## Requirements
- 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
- A track record of accelerating sales cycles through channel partnerships, not just adding volume
- Experience designing partner enablement programs that partners actually use
- Comfort operating with ambiguity and building a channel motion largely from scratch
- Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing

## Compensation
- Projected compensation range for this position is $200-230,000 OTE.

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