Senior Manager, Channel NA Mid-Market

Stellenbeschreibung:

Hire, lead, coach, and develop a team of 4–6 Channel Account Managers across assigned regions/GEOs
Set individual and team goals; conduct regular 1:1s, performance reviews, and career development planning
Build team capability through structured onboarding, coaching, and ongoing sales/partner-management enablement
Foster a culture of accountability, collaboration, and celebrating wins across the team
Accountable for team-wide quota attainment across all assigned partners and territories
Develop and execute Territory Segment Plans and Channel Business Plans aligned to broader business strategy; publish and review progress in quarterly QBRs
Oversee partner recruitment, onboarding, and activation across the team's regions
Drive partner-generated pipeline, net-new and expansion revenue, and Partner Generated ARR across the portfolio
Build executive-level relationships with top-tier partners and alliance organizations to drive measurable business outcomes
Design and administer partner incentive plans that align partner behavior to team and company revenue goals
Partner with Sales, Marketing, and Alliances to develop joint go-to-market and co-sell motions, events, and collateral
Develop and report team- and partner-level metrics monthly/quarterly, highlighting performance, risk, and opportunity to leadership
Educate internal and partner sales teams on the partner value proposition, revenue goals, and quarterly priorities

Requirements

8–12 years of experience in sales, channel/alliances, or partner management, including prior people-management experience
Proven experience managing channel or alliance partnerships with full commercial accountability
Track record of building and leading high-performing teams, including hiring, coaching, and performance management
Experience recruiting, developing, and managing both 1- and 2-tier channels across multiple regions
Exceptional written and verbal communication skills; persuasive and effective presenting to executive audiences
Strong business analytical skills; proven ability to prioritize and develop strategic plans
Ability to work well under pressure, thrive in a fast-paced environment, and manage multiple priorities simultaneously
Travel required (40%+ of time) to support multi-region team and partner engagement
SaaS or cybersecurity experience highly desirable

Core Competencies

Demonstrates expertise in leading and developing high-performing teams in channel account management, with a strong focus on partner recruitment, onboarding, and revenue generation. Proven ability to create strategic plans and drive measurable business outcomes through effective collaboration and communication.