Mend.io

Channel Manager

Mend.io

full-time

Posted on:

Location Type: Remote

Location: United States

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Tech Stack

Cyber Security

About the role

  • Recruit, onboard, and enable VARs and resellers to drive net-new business and customer expansion
  • Develop and execute strategic territory plans to achieve channel revenue targets and increase partner-sourced pipeline
  • Build deep relationships with partner sales and technical teams, serving as their trusted advisor on application security solutions
  • Conduct regular business reviews with partners to track performance, identify growth opportunities, and optimize joint go-to-market strategies
  • Collaborate with internal sales teams to transition appropriate accounts to partner-led models and manage co-sell motions
  • Facilitate coordination between Mend Sales teams and partners for new logo business
  • Enable partners through training, deal support, and technical resources to ensure successful customer outcomes
  • Drive partner marketing activities including joint campaigns, events (planning, execution and in-person attendance), and demand generation programs
  • Forecast accurately and maintain detailed partner activity tracking in Salesforce
  • Identify whitespace opportunities and develop strategies to penetrate underserved markets through the channel

Requirements

  • 5+ years of channel sales experience with demonstrated success growing VAR and reseller ecosystems
  • Proven track record of exceeding channel revenue targets and building productive partner relationships
  • Experience selling technical solutions in cybersecurity, DevOps, or developer tools markets
  • Deep understanding of partner business models, economics, and what drives partner engagement
  • Strong technical aptitude with ability to articulate complex application security concepts to diverse audiences
  • Established network of VAR/reseller relationships in North America
  • Experience managing the full partner lifecycle from recruitment through enablement and growth
  • Self-starter mentality with ability to work independently in a remote environment
  • Excellent organizational skills and multitasking capabilities; can quickly adapt to changes in a small, fast-paced environment
  • Excellent communication, presentation, and negotiation skills
  • Strong analytics and reporting capabilities with account planning experience
  • Working knowledge of CRM and sales automation tools
  • Demonstrated initiative and creativity
  • Willingness to travel up to 50% for partner meetings, customer engagements, and industry events
Benefits
  • Health insurance
  • 401(k) matching
  • Professional development opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
channel salesapplication securitycybersecurityDevOpspartner lifecycle managementaccount planninganalyticsrevenue forecastingdemand generationtechnical solutions
Soft Skills
relationship buildingorganizational skillsmultitaskingcommunication skillspresentation skillsnegotiation skillsself-starter mentalitycreativityadaptabilityinitiative