Channel Development Manager - US West
Remote, USA
Sales /
Regular Full Time /
Remote
About the Position
The Channel Development Manager (CDM) is responsible for recruiting and developing new small and mid-sized channel partners and re-engaging with past partners of WatchGuard’s. The CDM will report to the Partner Ecosystem Growth Manager and will work closely with the sales, technical and marketing teams in the territory.
As a Channel Development Manager in a cybersecurity company, your primary responsibility will be to develop and nurture strategic partnerships with channel partners to drive sales and revenue growth through distribution channels, cloud marketplaces and peer groups. You will play a crucial role in expanding the company's market presence, ensuring strong channel relationships, and driving the adoption of cybersecurity solutions through the partner ecosystem.
In this role, you will collaborate closely with cross-functional teams, including sales, marketing, and product management, to identify, recruit, onboard, and enable channel partners. Your expertise in channel distribution internal operations will be vital in identifying the right partners and building mutually beneficial relationships.
Position Responsibilities
- Forge broad relationships within specified distribution channels, cloud marketplaces, and/or peer groups to recruit new partners, providing them a foundation for future growth with WatchGuard products and services
- Develop programs to incentivize distribution channel account managers to promote WatchGuard solutions
- Guide qualified prospects to becoming a transacting partner
- Leverage distribution, lead generation activities, and marketing applications to drive growth and capture new channel opportunities
- Orchestrate re-engagement with new partners whose sales activity has stalled
- Transition successfully onboarded and transacting partners to Channel Account Managers
- Coordinate with the marketing team for partner recruitment activities
- Monitor and evaluate new partner performance and revenue generation potential
- Gather business intelligence from new and existing partners and provide feedback to team and product management for insight and future consideration in development
- Other duties and projects as assigned
Skills and Qualifications
- Prior experience working with a distributor or cloud marketplace in a sales capacity
- Outstanding written and verbal communication skills with the ability to influence others
- Active go-getter who can independently seek out new opportunities, while simultaneously contributing to a team that is greater than its individual parts
- Ability to travel as needed, up to 25%
- Ability to self-manage and operate as a remote employee
- Familiarity with Salesforce or similar CRM
Experience
- 5+ years of experience working for or with a channel distributor or cloud marketplace
- Bachelor’s degree or equivalent training in business, sales, or marketing
- Experience working closely with or as a channel partner
Compensation
The base salary range for this position is $130,000 - $140,000, exclusive of benefits. This position is also eligible for commissions up to 30% of on target earnings. Your base salary compensation will be based on your individual skills, education, and experience. Please keep in mind that the above range is the full base salary range for this role; hiring at the maximum of the range is not typical in order to allow for future salary growth.
U.S. Benefits
· Under our Flexible Work Philosophy, most employees can work from an office, at home, or any combination of the two.
· Comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance
· Healthcare FSA
· FSA with employer contribution
· 13 holidays, including a floating holiday, Juneteenth, and your birthday
· 15 days of paid annual leave
· 9 days of paid sick time
· Paid parental leave
· 401(k) with employer match
Other Perks
· Education assistance program
· Dependent Care FSA match
· Adoption assistance
· Fertility care support
· Backup care for family and pets
· A growing network of employee resource groups
· Employee referral program
· Virtual boot camp
· Employee Assistance Program
