Channel Marketing Manager

Responsibilities

• Develop and execute integrated marketing programs with VARs, distributors, OEMs, and strategic partners that align partner objectives with company revenue goals.
• Manage MDF, partner marketing calendars, campaign execution, and performance tracking.
• Drive awareness, demand generation, and pipeline creation through co-branded marketing activities.
• Work cross-functionally with Channel Sales, Marketing, Sales, Product Marketing, and Operations teams to execute successful partner programs.
• Build and maintain strong relationships with partner marketing stakeholders to drive engagement and business results.
• Plan and execute partner demand generation programs across field events, trade shows, digital, content, and webinar marketing channels.
• Manage event logistics, budgets, vendors, partner participation, attendee engagement, and post-event follow-up to maximize business impact.
• Track MQLs, campaign performance, event performance, marketing-sourced and influenced pipeline, and revenue contribution.
• Analyze results and optimize programs based on pipeline generation, conversion rates, ROI, and business outcomes.
• Support partner enablement and engagement initiatives.
• Develop partner-facing content, campaign toolkits, sales enablement assets, and communications.
• Coordinate partner training and awareness programs.
• Ensure partners have the tools, content, and resources necessary to effectively position and promote company solutions.
• Manage Market Development Fund (MDF) planning, allocation, and investment strategies across partner programs.
• Evaluate MDF program effectiveness through pipeline, opportunity, and ROI analysis.
• Develop recommendations to optimize partner marketing investments and maximize business impact.
• Track and report on partner-generated pipeline, opportunities, campaign performance, event performance, and ROI.
• Deliver actionable insights and recommendations to improve program effectiveness and partner engagement.
• Maintain accurate reporting and visibility through Salesforce and other marketing technology platforms.
• Provide regular updates to leadership on marketing performance, pipeline contribution, and partner program success.

Qualifications

• 5+ years of B2B technology marketing experience.
• 2+ years of channel, partner, or alliance marketing experience within the technology industry.
• Experience working with VARs, distributors, OEMs, or strategic technology partners.
• Strong experience managing integrated demand generation campaigns, events, webinars, and field marketing programs from planning through execution and measurement.
• Experience managing marketing budgets, forecasting, and investment planning.
• Experience managing MDF programs and evaluating ROI.
• Proficiency with Salesforce CRM and marketing automation platforms.
• Strong project management and organizational skills with the ability to manage multiple priorities simultaneously.
• Excellent communication, presentation, and stakeholder management skills.