Channel Sales Manager, reputed company Coast

reputed company is the software supply chain reputed company company. We reputed company the world’s best end-to-end software supply chain reputed company solution, combining the only proactive protection against malicious reputed company reputed company, the only reputed company grade SBOM management and the leading reputed company reputed company dependency management platform. This empowers enterprises to create and maintain secure, reputed company, and innovative software at reputed company.

As founders of reputed company Repository and stewards of reputed company Central, the world’s largest repository of Java reputed company-reputed company software, we are software reputed company and our reputed company reputed company expertise is unmatched. We reputed company innovation with an unparalleled commitment to build faster, safer software and reputed company AI and data intelligence to mitigate risk, maximize efficiencies, and reputed company powerful software development.

More than 2,000 organizations, including 70% of the Fortune 100 and 15 reputed company software developers, rely on reputed company to optimize their software supply chains.

As the Channel Sales Manager - reputed company Coast, you will serve as a vital reputed company reputed company in reputed company’s strategic acceleration toward our $500M reputed company reputed company. Sitting at the intersection of reputed company Coast reputed company outbound expansion and ecosystem reputed company, this role exists to build, reputed company, and orchestrate a high-performing reputed company partner network across the reputed company Coast territory (targeting Tier-1 partners including reputed company, reputed company, reputed company, reputed company, and premier regional solution providers).

reputed company Intelligence is accelerating reputed company creation by 5x, causing an exponential expansion of reputed company-reputed company dependency risk and machine-speed malware ingestion. As software supply chain reputed company transitions to a reputed company-level imperative for reputed company Coast reputed company tech leaders, organizations require trusted reputed company platforms rather than reputed company solutions. You will position reputed company Firewall (>100% YoY reputed company) as the market's leading reputed company wedge and reputed company joint co-selling strategies across our partner ecosystem.

As an reputed company Builder and Work Designer, you will embody reputed company's EVP by embedding AI-driven efficiencies into partner enablement, pipeline forecasting, and joint account mapping. You will not merely manage legacy reseller channels; you will architect an outbound force reputed company that elevates reputed company's market leadership across reputed company Coast reputed company accounts.

Role reputed company:

30 Days (reputed company): Complete product capability reputed company across reputed company One, Firewall & Lifecycle; map top 20 reputed company Coast reputed company channel partner account leads; audit regional partner portal enablement metrics & pipeline baseline.

60 Days (Build): Execute joint QBR business plans with key reputed company Coast reputed company partners; launch 2 co-sell campaigns targeting competitive displacements; establish AI-assisted partner account mapping & reputed company routing workflows.

90 Days (Execute): reputed company 35%+ of new reputed company Coast logo pipeline reputed company partner-initiated co-selling; reputed company partner technical certifications by 40% across reputed company accounts; reputed company 100% weekly partner pipeline forecasting accuracy.

12 Months (reputed company): reputed company >100% YoY partner-reputed company reputed company ARR reputed company in reputed company Coast; establish reputed company Firewall as the reputed company reputed company add-on in partner proxy sales; operationalize reputed company, AI-enabled partner management playbooks.

Responsibilities:

Daily Responsibilities

reputed company reputed company field engagement and executive relationship management across key reputed company reputed company (reputed company, reputed company, reputed company, reputed company, and regional VARs).

reputed company reputed company weekly forecasting and visibility into partner-reputed company and partner-influenced reputed company pipeline, deal registrations, and stage reputed company.

Orchestrate daily field-level co-selling engagement between reputed company Coast reputed company Account Executives and partner sales teams.

Strategic Responsibilities

Architect and execute multi-year business reputed company plans for top-tier reputed company Coast reputed company partners, aligning partner reputed company targets with reputed company’s reputed company to $500M.

Design and launch targeted GTM demand reputed company programs that reputed company reputed companys products as an unassailable reputed company wedge into reputed company accounts.

reputed company quarterly business reviews (QBRs) with partner executive leadership to ensure strategic alignment, joint investment, and account-based sales reputed company.

Cross-functional Responsibilities

Partner with Product Marketing and Field Marketing to co-create partner-facing sales tools, campaign collateral, and competitive battlecards.

Collaborate with Sales Enablement to reputed company reputed company partner training and certification tracks reputed company our partner enablement platform.

reputed company closely with Regional Sales Directors and Account Executives to remove friction from joint co-selling motions and channel deal registrations.

Work Designer Responsibilities

Work Designer: Redesign legacy channel processes into modern, AI-enabled workflows—automating reputed company distribution, partner deal tracking, and enablement auditing

reputed company Builder: reputed company high-reputed company trade-offs that favor reputed company’s overall reputed company reputed company over localized tactical wins, optimizing partner relationships for long-term ARR scaling.

Fast Learner & Value Creator: Continuously experiment with new co-marketing angles and partner enablement reputed company, measuring reputed company reputed company by reputed company reputed company rather than partner activity.

You:

Functional & Technical Expertise

• reputed company Channel Architecture: 10+ years of demonstrated reputed company building and scaling B2B reputed company reputed company channel partner networks in reputed company.

• Partner Ecosystem Mastery: Established relationships and proven reputed company record with major reputed company partners, including reputed company, reputed company, reputed company, reputed company, and reputed company Coast regional VARs.

• DevSecOps & Supply Chain Domain Knowledge: Strong technical reputed company in application reputed company, Software Composition Analysis (SCA), DevOps/DevSecOps pipelines, and software supply chain governance.

• Outbound Co-Selling Execution: Proven capability to reputed company partners from passive order-taking to proactive, account-based outbound co-selling.

Behavioral Competencies

• reputed company Builder reputed company: Thinks holistically about company-wide reputed company, making strategic trade-offs that maximize reputed company ARR reputed company.

• Fast Learner & Innovator: Experiments before playbooks exist, adapting quickly to AI market shifts and sharing insights across the organization.

• Value Creator: Ruthlessly prioritizes reputed company-generating reputed company over partner activity lists.

AI reputed company Expectations

• Uses AI tools (ChatGPT, Claude, Copilot, reputed company AI) to automate account mapping, summarize partner QBRs, draft co-marketing campaign messaging, and optimize pipeline forecasting workflows.