Channel Sales Manager

About the role

You will own the end-to-end performance of a strategic portfolio of channel partners across the United States, driving both adoption and revenue growth for Wirespeed. You will act as the primary channel advocate within the organization, shaping partner experiences and ensuring alignment with Coalition's Active Insurance mission. This role requires you to build and execute high-impact go-to-market initiatives that directly influence partner behavior and outcomes. You will collaborate daily with Sales and Marketing to refine positioning and messaging for the cybersecurity insurance sector. Your efforts will focus on expanding reach into new customer segments through trusted advisor relationships. You will be responsible for translating business objectives into actionable plans that partners can execute effectively. Success in this role will be defined by your ability to grow partner-sourced revenue while reinforcing Coalition's brand promise.

Key facts

What you'll do

Identify and recruit high-potential value-added resellers and strategic partners within your assigned territory to expand Coalition's channel footprint.

Own a quota-based book of business, managing partner-influenced and channel-sourced pipeline from initial outreach through to closed-won deals.

Develop and execute comprehensive partner go-to-market plans in collaboration with Sales and Marketing, including campaigns, enablement, and co-selling strategies.

Plan and execute partner events, webinars, and trade show engagements to generate demand, accelerate deal cycles, and strengthen long-term relationships.

Build and maintain multi-level relationships within partner organizations, engaging executives and front-line sellers to increase mindshare and deal velocity.

Leverage CRM and partner management platforms to accurately forecast performance, report on key metrics, and refine territory strategies.

Collaborate with internal stakeholders to design and launch partner enablement programs that equip sellers with the right tools and messaging.

Create compelling business cases and ROI narratives that demonstrate the value of Coalition's Wirespeed platform to partner audiences.

Monitor competitive dynamics and market trends to inform channel strategies and differentiate Coalition's offering in a crowded field.

Drive the adoption of Coalition's Automated Detection and Response capabilities through structured partner training and certification programs.

Coordinate cross-functional initiatives with Product, Support, and Legal to ensure partners have the resources needed to succeed.

Establish clear performance metrics and dashboards to track partner health, engagement, and revenue contribution over time.

Lead negotiations and deal structuring efforts specific to channel arrangements, ensuring alignment between partner goals and Coalition's objectives.

Act as the primary point of contact for partner escalations, providing guidance and solutions that preserve relationship integrity.

Continuously iterate on channel programs based on performance data, feedback loops, and evolving market conditions.

Requirements

5+ years of experience in channel management, channel sales, or business development with a proven record of achieving or exceeding revenue targets through partners.

Experience working with VARs, distributors, or other indirect channels, ideally within cybersecurity, SaaS, or related technology sectors.

A collaborative, self-motivated, and results-oriented mindset with a strong focus on quality, customer impact, and doing what is right for partners and end customers.

The ability to thrive in a fast-paced, evolving environment, balancing multiple partners, programs, and opportunities while maintaining clarity on priorities.

Exceptional verbal, written, and presentation skills, with experience presenting to executives and facilitating partner enablement sessions.

Comfort using social media and digital channels for professional networking, partner engagement, and market presence.

Strong organizational, creative, and problem-solving skills, with a data-informed approach to managing pipeline and forecasting.

Proficiency with office productivity suites such as Excel and Sheets, PowerPoint and Slides, CRM systems like Salesforce, and partner or channel management tools.

Nice to have

Prior experience building or scaling a new channel program or territory, including developing partner onboarding, enablement, and incentive structures.

A background selling cybersecurity products, security services, or other technical solutions to mid-market or enterprise customers through partners.

Experience working with distributed teams and coordinating cross-functional initiatives across time zones.

Familiarity with Wirespeed or similar security solutions and a demonstrated interest in staying current on cybersecurity trends.

Proven success using events, trade shows, or user conferences as core components of a channel demand generation strategy.

Practical notes

This role requires US work authorization.

Employment is contingent upon offer acceptance and background check completion.

Coalition is an equal opportunity employer.