Senior Channel Manager

8 hours, 21 minutes ago
Full-time
Senior
Sales and Business Development
Dropzone AI

Dropzone AI

Dropzone AI is a Seattle-based cybersecurity startup founded in February 2023 by CEO Edward Wu. The company focuses on Security Operations Center (SOC) automation and develops autonomous AI agents. Its flagship product, the Dropzone AI SOC Analyst, is recognized as the world's first AI SOC analyst, designed to independently manage Tier 1 security alert investigations without human intervention. The platform automates the investigation of security alerts, actively hunts for threats, responds to attacks, and generates detailed reports. It operates continuously, integrating seamlessly with existing security tools to enhance team efficiency and reduce analyst burnout. Dropzone AI serves over 100 enterprise customers, including notable organizations like UiPath and Zapier, and has raised approximately $57.35 million in funding to support its innovative solutions in the cybersecurity sector.

computer & network security
51-200
Founded 2023
$57M raised

Description

  • Recruit, onboard, and develop channel partners aligned with company growth goals.
  • Build relationships with partner executives, sales teams, account teams, and technical stakeholders.
  • Create joint business plans covering revenue goals, pipeline targets, enablement, and go-to-market activities.
  • Generate partner-sourced and partner-influenced pipeline through account mapping, campaigns, events, and field engagement.
  • Enable partners to position, demonstrate, and sell Dropzone AI solutions.
  • Collaborate with direct sales teams on account strategies and partner engagement.
  • Support partners through opportunity qualification, solution positioning, deal strategy, and closing.
  • Maintain accurate partner and pipeline data in CRM and partner management systems.
  • Monitor partner performance, forecasts, reporting, and business reviews.
  • Represent Dropzone AI at partner meetings, conferences, enablement sessions, and customer events.

Requirements

  • 5+ years of experience in channel sales, partner management, business development, or enterprise technology sales.
  • Track record of building productive partner relationships and generating channel-driven revenue.
  • Experience with resellers, solution providers, distributors, managed service providers, or technology partners.
  • Understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning.
  • Ability to influence stakeholders at executive and field levels.
  • Strong communication, presentation, negotiation, and relationship-management skills.
  • Ability to prioritize partners and opportunities based on strategic and revenue potential.
  • Experience collaborating with sales, marketing, technical, and customer-facing teams.
  • Comfort working in a fast-paced, ambiguous, high-growth startup environment.
  • Ability to travel for partner meetings, enablement sessions, and industry events.
  • Experience in cybersecurity, AI, SaaS, enterprise software, or security operations preferred.
  • Established cybersecurity channel network and experience scaling early-stage channel programs preferred.

Benefits

  • $120,000–$160,000 USD base salary range.
  • $80,000–$100,000 USD variable pay range.
  • Significant above-market new-hire equity grants.
  • 100% remote work with company-provided equipment.
  • Company-paid health insurance.
  • 401(k) plan with employer match.
  • Self-managed PTO and parental leave.

Interested in this position?

Apply directly on the company website

Apply Now

Similar Roles

Field Technologist, Strategic Partnerships

Tanium 1K-5K Internet Software & Services

Tanium is seeking a Field Technologist, Strategic Partnerships to connect its Customer, Product, and Engineering organizations with cloud, enterprise-platform, and technology partners, advancing joint solutions, customer engagements, and field adoption.

AWS Azure Cybersecurity GCP
7 hours, 51 minutes ago

Director, Partnerships, Collabs, & PR

Starface World 11-50 Consumer Goods

Starface is seeking a Director of Partnerships, Collabs, & PR to lead culturally relevant partnerships, licensing, experiential initiatives, and PR programs from strategy through launch and measurement.

Influencer Marketing Social Media Marketing
8 hours, 21 minutes ago

Senior Manager, Brand Partnerships

The Senior Manager, Brand Partnerships at Museum of Ice Cream leads national partnership execution across multiple museums, manages local activation teams, and translates partner agreements into measurable, on-brand guest experiences.

Asana
8 hours, 36 minutes ago

Regional Channel Manager - Dallas, TX

Promethean 251-1K Diversified Consumer Services

Promethean is seeking a Regional Channel Manager to grow business across vertical markets by partnering with resellers, distributors, and end customers in its education and workplace technology business.

Salesforce
8 hours, 36 minutes ago

You're on a roll! Sign up now to keep applying.

Sign Up

Already have an account? Log in

Used by 14,729+ remote workers