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About the Role

Material Security is seeking a Channel Manager to build and scale its VAR and reseller partner ecosystem. This role involves recruiting new partners, nurturing existing relationships, and driving net-new pipeline and faster deal closures for the direct sales team. It offers ownership of the channel motion from the outset for an experienced candidate.

Responsibilities

• Recruit, onboard, and activate new VAR and channel reseller partners.
• Deepen relationships and bi-directional deal flow 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 collaboration with VARs/resellers.
• Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities.
• Manage partner relationship health, QBRs, and joint business planning with top partners.
• Track and report on partner-sourced pipeline and closed-won revenue.

Requirements

• 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.
• Experience designing partner enablement programs that partners utilize.
• Comfort operating with ambiguity and building a channel motion from scratch.
• Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing.

Location

• Remote
• San Francisco, California

Work Type

• Remote-first

Experience Level

• 3-5+ years

Salary/Compensations

• $200-230,000 OTE

About the Company

• Material Security is a remote-first workplace with an office in San Francisco, California.

Equal Opportunity

• Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.