Channel Manager

About the Role

The Channel Manager owns a book of partners end-to-end and drives sourced and influenced pipeline through them. You’ll run the day-to-day partner relationship, own enablement and joint go-to-market, and keep deal registration and partner pipeline accurate and productive. You’ll work directly with the VP of Channel & Alliances and act as a second seat at the table with our top partners. This is a builder’s role. Our partner program has a defined structure (Managed and Unmanaged tiers, with Professional Services and Distributor categories) and a January formal launch on the horizon. You’ll help turn program design into program reality and carry a real number against the partners you own. What you’ll do Own a book of named partners

• Serve as the primary relationship owner for a book of assigned partners, including select national partner regions (specific GuidePoint regional offices, Trace3 or WWT sub-territories) and Unmanaged-tier partners moving toward Managed status
• Carry a sourced and influenced pipeline number against your assigned book, with quarterly targets set jointly with the VP of Channel & Alliances
• Run recurring partner cadence: weekly working sessions with priority partner reps, monthly pipeline reviews, and quarterly business reviews with partner leadership
• Build real relationships with the reps who sell for you. Know their book, know their quota, know what they need from Quilr to close
• Drive activation of dormant partners in your portfolio: identify low-engagement partners, diagnose why, and get them producing
• Partner with the VP of Channel & Alliances on Managed-tier accounts (GuidePoint national, WWT, Trace3, key distributors), owning execution on jointly set initiatives

Partner enablement & go-to-market

• Design and deliver partner enablement (live sessions, on-demand training, ride-alongs) for AEs, SEs, and technical champions at partners like GuidePoint, WWT, and Trace3
• Keep enablement content (decks, one-pagers, battlecards, competitive collateral) current, findable, and version-controlled
• Administer partner training quizzes and certifications, and track completion and engagement in HubSpot
• Coordinate NFR license issuance for partner technical teams
• Drive joint go-to-market with your partners: co-selling, joint webinars, regional events, and campaign execution in partnership with marketing

Deal registration & pipeline hygiene

• Own deal registration intake, review, and approval for your assigned partners, and communicate decisions back quickly
• Keep partner-sourced and partner-influenced pipeline clean in CRM: correct partner attribution, accurate stages, up-to-date next steps
• Build and maintain partner pipeline reports and dashboards for weekly channel reviews
• Flag stalled deals, conflict situations, and channel-neutrality issues early, and drive them to resolution
• Prep and lead quarterly business reviews for your assigned partners

Program operations

• Serve as the point of contact for partner questions on program mechanics, agreements, and portal access
• Help maintain partner records, agreement status, and tier assignments
• Contribute to program design: propose changes to tiering, incentives, and enablement based on what you see in your book

What we’re looking for Required

• 3 to 6 years of channel, partner, or alliances experience in a SaaS or cybersecurity company, with at least 2 years directly owning partner relationships
• Track record of driving sourced and influenced pipeline through channel partners, ideally national security VARs and integrators (GuidePoint, WWT, Trace3, Optiv, Presidio, or similar)
• Comfortable in a CRM (HubSpot preferred; Salesforce experience translates) and confident with spreadsheets and pipeline reporting
• Strong written and verbal communication; you can walk into a partner QBR, run the room, and leave with clear commitments
• Highly organized and detail-oriented; the kind of person who notices when a deal reg is missing a field or a partner hasn’t been followed up with in three weeks
• Comfortable with ambiguity. This is a program being built, not one being maintained
• Self-directed in a fully remote environment

Nice to have

• Prior experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity
• Existing relationships at named security partners (GuidePoint, WWT, Trace3, Optiv, or similar)
• Familiarity with deal registration mechanics, MDF, and channel-neutrality principles
• Experience helping stand up or evolve a formal partner program
• Ground-floor impact. You’ll help build a channel program from the earliest stages (the process, the cadence, the partner experience), not inherit someone else’s playbook.
• Real ownership. You own your book, you own your number, and you have room to run the partnerships the way you know works.
• Real partners, real deals. From day one you’ll be working with the top security VARs and integrators in the country.
• Remote, flexible, adult culture. We hire people who own their outcomes and give them the space to do it.

Compensation & Benefits

• Base salary: $100,000 to $115,000
• On-target earnings (OTE): $150,000, with variable tied to sourced and influenced partner pipeline, closed partner-attributed revenue, and partner activation milestones
• Equity: Meaningful early-stage equity grant
• Comprehensive medical, dental, and vision
• 401(k)
• Flexible PTO
• Remote-first, with travel to partner events and company offsites (approximately 20 to 25%)

Ranges reflect a good-faith estimate for this role at a US-remote, seed-stage cybersecurity company. Final offer will reflect experience, location, and skills.