Channel Development Manager

About the Position 

The Channel Development Manager (CDM) is responsible for the recruitment and development of new channel partners, as well as re-engaging with past partners of WatchGuard’s. The CDM will report to the Partner Development Manager and will work closely with the sales, technical and marketing teams in the territory.  

As a Channel Development Manager in a cybersecurity company, your primary responsibility will be to develop and nurture strategic partnerships with channel partners to drive sales and revenue growth. You will play a crucial role in expanding the company's market presence, ensuring strong channel relationships, and driving the adoption of cybersecurity solutions through the partner ecosystem.

In this role, you will collaborate closely with cross-functional teams, including sales, marketing, and product management, to identify, recruit, onboard, and enable channel partners. Your expertise in cybersecurity solutions and understanding of the partner landscape will be vital in identifying the right partners and building mutually beneficial relationships.

Position Responsibilities

• Recruit new partners, providing them a foundation for future growth with WatchGuard products and services

• Prospect and engage potential partners to determine fit

• Guide qualified prospects to becoming a transacting partner

• Leverage distribution and lead generation activities to drive growth and capture new channel opportunities

• Reengage with inactive WatchGuard partners, reinvigorating WatchGuard’s business within partner accounts

• Transition successfully onboarded and transacting partners to Territory Channel Account Manager

• Coordinate with Marketing for partner recruitment activities

• Monitor and evaluate new partner performance and revenue generation potential

• Gather business intelligence from new and existing partners and provide feedback to team and product management for insight and future consideration in development going forward

• Other duties and projects as assigned

Skills and Qualifications

• Prior experience working with or as a channel partner in the network security industry

• Outstanding written and verbal communication skills with the ability to influence others

• Active go-getter who can independently seek out new opportunities, while simultaneously contributing to a team that is greater than its individual parts

• Ability to travel as needed, up to 25%

• Ability to self-manage and operate as a remote employee

• Familiarity with Salesforce or similar CRM

Experience

• 5+ years of experience in the network/cyber security space

• Bachelor’s degree or equivalent training in business, sales, or marketing

• Experience working closely with or as a channel partner

Compensation

The base salary range for this position is $130,000 - $140,000, exclusive of benefits. This position is also eligible for commissions up to  30% of on target earnings. Your base salary compensation will be based on your individual skills, education, and experience. Please keep in mind that the above range is the full base salary range for this role; hiring at the maximum of the range is not typical in order to allow for future salary growth. 

U.S. Benefits

·       Under our Flexible Work Philosophy, most employees can work from an office, at home, or any combination of the two.

·       Comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance

·       Healthcare FSA

·       FSA with employer contribution

·       13 holidays, including a floating holiday, Juneteenth, and your birthday

·       15 days of paid annual leave

·       9 days of paid sick time

·       Paid parental leave

·       401(k) with employer match

Other Perks

·       Education assistance program

·       Dependent Care FSA match

·       Adoption assistance

·       Fertility care support

·       Backup care for family and pets

·       A growing network of employee resource groups

·       Employee referral program

·       Virtual boot camp

·       Employee Assistance Program