Channel Sales Manager, West Coast

Accountabilities:
The Channel Sales Manager will be responsible for developing and executing partner-led growth strategies across the West Coast territory. This role focuses on transforming channel relationships into revenue-generating partnerships by creating scalable co-selling programs, improving partner engagement, and driving enterprise adoption. Build and manage strategic relationships with key commercial channel partners, including enterprise solution providers and regional value-added resellers. Develop and execute multi-year partner business plans aligned with revenue growth objectives and market expansion strategies. Drive partner-sourced and partner-influenced pipeline generation through account mapping, joint selling motions, and targeted campaigns. Manage weekly forecasting activities, deal registrations, pipeline visibility, and partner opportunity tracking. Collaborate with enterprise sales teams to coordinate field engagement and maximize joint account opportunities. Lead quarterly business reviews with partner leadership to align priorities, measure performance, and identify growth opportunities. Create and launch partner-focused demand generation initiatives, sales tools, enablement resources, and competitive positioning materials. Partner with enablement teams to develop certification programs, training initiatives, and scalable partner education workflows. Optimize channel operations by implementing AI-enabled processes for lead management, partner tracking, reporting, and workflow automation. Continuously evaluate partner performance, identify improvement opportunities, and build repeatable channel growth frameworks. Requirements: The ideal candidate is an experienced enterprise channel sales professional with a strong background in SaaS partnerships, partner ecosystems, and strategic revenue growth. You should have the ability to build trusted relationships, influence executive stakeholders, and translate technical solutions into measurable business value. 10+ years of experience building and scaling B2B enterprise SaaS channel partner networks in North America. Proven success managing commercial partner ecosystems and driving revenue through indirect sales channels. Established relationships with major technology partners, solution providers, or value-added resellers. Strong understanding of application security, DevSecOps, software supply chain security, or related technology domains. Experience moving partners from transactional relationships to proactive, account-based co-selling models. Demonstrated ability to create business plans, execute go-to-market strategies, and achieve revenue targets. Strong forecasting, pipeline management, negotiation, and executive relationship-building skills. Excellent communication, presentation, and stakeholder management abilities. Strategic mindset with the ability to balance long-term business growth with immediate revenue priorities. Comfortable operating in fast-changing environments and creating processes where structure does not yet exist. Experience using AI tools such as ChatGPT, Claude, Copilot, Gong AI, or similar technologies to improve sales productivity, forecasting, and partner operations. Benefits: Flexible working practices designed to support work-life balance. Competitive compensation package. Parental leave benefits. Diversity and inclusion initiatives and employee resource groups. Paid volunteer time off opportunities. Company wellness initiatives, including dedicated time for personal growth and rest. Opportunities to work with innovative security technologies and enterprise customers. Career growth opportunities within a fast-moving software technology environment. Collaborative culture focused on learning, innovation, and shared success.

How Jobgether works:
We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.
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