Channel Manager

Defendify

. Set channel priorities and build a scalable partner growth engine with the VP of Sales .

Posted 10/26/2026full-timeRemote • Maine • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in channel sales and strategic partnerships, with a strong focus on managing relationships with MSPs and MSSPs. Proven ability to drive revenue growth through upselling, cross-selling, and developing actionable joint growth plans.

Highest-signal resume keywords

Channel Sales ExperienceStrategic Partnerships ManagementMSP/MSSP Relationship DevelopmentCybersecurity Industry KnowledgeCRM Proficiency

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Channel SalesPartner ManagementBusiness DevelopmentUpsellingCross-SellingJoint Growth PlanningPipeline TrackingMarket Insights GatheringRevenue Growth StrategiesPartnership Structuring

Soft Skills

Clear CommunicationOrganizationFollow-ThroughResourcefulnessSelf-Direction

Tools & Technologies

CRMLinkedInAutomation ToolsAI Tools

Industry Keywords

CybersecurityMSPMSSPDistributorsStrategic Alliances

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Set channel priorities and build a scalable partner growth engine with the VP of Sales
Own existing channel and strategic partner relationships as the primary point of contact
Drive upsell, cross-sell, and expansion opportunities
Identify, recruit, and develop MSPs, MSSPs, resellers, referral partners, and distributors
Build strategic alliances with distributors, technology providers, and industry organizations
Onboard, educate, and activate new partners
Develop and execute joint growth plans
Maintain regular partner contact to uncover customer needs, generate referrals, and identify opportunities
Track partner activity, pipeline, and revenue in the CRM
Collaborate with SDRs on prospecting and outreach
Gather partner feedback and market insights to improve partnership strategy and partner experience
Represent Defendify at partner meetings, industry events, and conferences
Report directly to the VP of Sales
Grow partner-sourced revenue, recruitment, activation, expansion revenue, and overall partner growth

Requirements

What you’ll need

Professional experience working with MSPs and/or MSSPs
Understanding of how MSPs/MSSPs operate, serve customers, and evaluate technology partnerships
Cybersecurity industry experience and understanding of solutions, market challenges, and customer needs
Proven track record in channel sales, strategic partnerships, alliances, partner management, or business development
Experience working with distributors is a plus
Ability to identify and structure mutually beneficial partnerships and turn them into actionable joint plans
Experience driving upsell, cross-sell, and expansion within existing relationships
Comfortable prospecting and asking for business
Ability to balance growing existing relationships with developing new ones
Motivated by revenue goals and ownership of partner relationships, pipeline, and outcomes
Clear and confident communication, organization, and consistent follow-through
Resourceful and self-directed; comfortable working in a growing company
Familiarity with CRM, LinkedIn, automation, and AI tools

Benefits

Comp & perks

Remote work from wherever you call home
Periodic trips to Portland for strategy meetings
Occasional travel for partner meetings, industry events, and conferences
Direct access to sales leadership and collaboration on go-to-market priorities
Opportunity to influence and scale the partner ecosystem
Exposure to multiple growth paths including referrals, resale, distribution, co-marketing, integrations, and strategic alliances