Channel Manager, Information Security, Western US, Virtual - NORCAL

San Francisco, CA 94101 US | Remote Job

Employment Type: Direct Hire Category: Business Development Job Number: 8145 Salary $: 120,000 Industry: Vendor-Infosec Level of Experience: Mid-Senior

Channel Manager, Information Security, Western US, Virtual

Our client, a leading vendor of information security products, is seeking a Channel Manager to growth is partner network in the Western United States.  This role is responsible for recruiting, supporting and enabling Channel Partners to drive revenue growth and increase industry awareness of the firm’s offerings. 

This is a fully-virtual office position, requiring 40-50% travel to channel partner locations, enterprise and service provider customers sites, as well as industry trade events such as RSA and Black Hat.   Strong preference for candidates within one hour of a major metro airport in the region, which includes CA, AZ, NV, CO, OR, WA, TX and other states West of Dallas, TX. 



Develop and manage all aspects of the reseller partnerships that are key to the growth of the company.

Manages channel partner relationships including executive-level contacts, new business development, and resolution of field, product development and other day-to-day issues.

Developing Go-to-market programs with the partner field organization, maximizing existing reseller and OEM deals, and driving revenue opportunities in the field.

 Develops joint marketing and promotional programs with alliance partners to ensure market success of products.

Conducts business development of new alliance agreements with technology partners that enable customer-focused solutions and extend market and technology leadership.

Leverage existing technology relationships with major technology vendors to target Large Account Resellers and System Integrators for partner optimization, lead generation and joint sales activities.

Identify applications for the firm's products and professional services, and build marketing programs, content and sales collateral to leverage partner networks.

Build a pipeline of opportunities by partner and provide weekly updates to and forecasts to upper management.

Education, Experience and Skills Requirements

 Ability to understand, communicate and execute corporate objectives internally and externally, handle multiple activities within a deadline, communicate with a wide range of audiences (including customers, technology partners, analysts, etc.), and distinguish between and understand the needs of various stakeholders including customers, field teams, channel partners, and technology partners.

Strong Network of revenue-producing management and staff contacts at leading security-focused reseller partners.

Capable of developing and articulating coherent reseller partner strategies based on complex industry trends, customer needs, and technology partner requirements.

Strong knowledge of competitors products, marketing plans and industry trends.

8-10 years’ experience in Channel Sales area (VARs, Technology Alliances/OEM) for a leading network, information or applications security OEM or ISV desired

 Bachelor’s degree. Very strong oral and written communication skills

Strong negotiating skill and experience initiating and closing technology licensing, OEM, or ISV agreements a plus.

 Deal-making and partner management experience

Strong track record working cross-functionally

Sales, or similar experience, responsible for driving revenue - Knowledge of the security industry


Established in 1991, J. Patrick & Associates, Inc is an Executive Recruiting firm that focuses on Executive Management, Sales, Marketing and Technical roles within Information Technology markets. We have over 20 years of experience recruiting in every aspect of AV/VTC/UC, Application, Storage, Information/Network Security, Mobile Technologies and Telecommunications. We handle Contingency and Retained search, as well as contract staffing. Our clients include industry-leading Technology Vendors, Systems Integrators, Telecommunications Service Providers and End User organizations.

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