Channel Manager

Dropzone AI is looking for a driven, partner-focused Channel Manager to expand and strengthen our channel ecosystem. In this role, you will recruit, develop, and manage strategic relationships with resellers, solution providers, distributors, and other channel partners that accelerate our growth and extend our market reach.

You will be responsible for developing joint business plans, enabling partners to successfully position Dropzone AI, and generating qualified pipeline through coordinated sales and marketing activities. The ideal candidate combines strong relationship-building skills with a results-oriented approach and understands how to turn partner relationships into repeatable revenue.

This is a highly collaborative role that will work closely with our Sales, Marketing, Sales Engineering, Customer Success, and Product teams.

What you'll do

• Recruit, onboard, and develop high-value channel partners aligned with Dropzone AI’s growth strategy
• Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders
• Develop joint business plans that establish clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities
• Drive partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement
• Enable partner sales and technical teams to confidently position, demonstrate, and sell Dropzone AI
• Collaborate with direct sales teams to identify opportunities for partner involvement and develop coordinated account strategies
• Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing
• Maintain accurate partner, pipeline, and opportunity data within CRM and partner management systems
• Monitor partner performance against established goals and provide regular forecasts, reporting, and business reviews
• Gather feedback from partners and the market to help inform sales, marketing, and product strategies
• Represent Dropzone AI at partner meetings, industry conferences, enablement sessions, and customer events
• Help refine channel programs, incentives, processes, and resources as the partner organization scales

Requirements

• 5+ years of experience in channel sales, partner management, business development, or enterprise technology sales
• A demonstrated track record of building productive partner relationships and generating channel-driven revenue
• Experience working with value-added resellers, solution providers, distributors, managed service providers, or technology partners
• Strong understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning
• Ability to develop relationships and influence stakeholders at both executive and field levels
• Excellent communication, presentation, negotiation, and relationship-management skills
• Strong business judgment and the ability to prioritize partners and opportunities based on their strategic and revenue potential
• Experience collaborating with sales, marketing, technical, and customer-facing teams
• Comfort operating in a fast-paced, high-growth environment with evolving priorities
• Ability to travel as needed for partner meetings, enablement sessions, and industry events
• Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
• Being data-driven is part of your DNA.

Nice to Have

• Experience working in cybersecurity, security operations, artificial intelligence, SaaS, or enterprise software
• An established network within the cybersecurity channel ecosystem
• Familiarity with security operations centers, threat detection and response, SIEM, SOAR, or related security technologies
• Experience helping build or scale an early-stage channel program
• Experience with CRM and partner relationship management platforms

Work Environment/Travel

We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.