Channel Sales Manager

Join Material Security as a Channel Sales Manager, where you'll build and scale our VAR and reseller partner ecosystem. This is a remote-first position with a competitive salary, equity, and comprehensive benefits. You'll recruit new partners, deepen relationships with existing ones, and generate net-new partner-sourced pipeline.

• Recruit, onboard, and activate new VAR and channel reseller partners, and deepen relationships with existing partners.
• Build and run a partner enablement program, including training, deal registration, and co-sell playbooks.
• Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers, and partner with the direct sales team to accelerate deal cycles.
• Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing
• 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
• A track record of accelerating sales cycles through channel partnerships, not just adding volume
• Comfort operating with ambiguity and building a channel motion largely from scratch
• Experience designing partner enablement programs that partners actually use