[Hiring] Senior Channel & Business Development Manager @X-PHY

Role Description

We are hiring a Senior Channel & Business Development Manager to spearhead our commercial footprint across North America and Latin America. Operating from Mexico as your regional hub, you will identify, recruit, and empower high-value indirect partners—including Value-Added Resellers (VARs), Managed Service Providers (MSPs), Systems Integrators, and IT Security Distributors.

Joining us isn’t just about securing a job—it’s about embarking on an entrepreneurial journey. Here, you don’t just work for the company; you grow with it.

We seek visionaries who think beyond the ordinary, strategists who challenge the status quo, and action-takers who execute with intensity and precision. If you're ready to shape the future of cybersecurity, we want you on our team.

Key Responsibilities

• Ecosystem Recruitment & Strategy (AMER & LATAM)
  • Proactively recruit, vet, and onboard strategic channel partners across the US, Canada, and Latin America.
  • Build localized Go-To-Market (GTM) strategies that align X-PHY® hardware cybersecurity solutions into partner product portfolios.
  • Focus recruitment on high-yield, committed partners rather than accumulating inactive accounts.
• Partner Sales Enablement & Dual-Language Advocacy
  • Speak "Two Languages": Translate X-PHY's technical hardware superiority into the financial metrics partner executives care about (margins, customer retention, ease of doing business).
  • Host co-selling sessions, deliver technical presentations, and conduct training webinars for partner sales teams.
  • Co-sell alongside partner reps to close complex enterprise opportunities in key verticals (Healthcare, BFSI, Government, and Manufacturing).
• Channel Conflict & Rules of Engagement
  • Establish and enforce strict Rules of Engagement to manage potential channel friction between partners and internal sales teams.
  • Implement seamless deal registration processes to protect partner-sourced leads.
• Metrics & Revenue Forecasting
  • Monitor leading performance indicators (partner rep certifications, net-new decision-maker conversations) to predict lagging revenue outputs.
  • Utilize Partner Relationship Management (PRM) and CRM systems to forecast pipeline, manage Market Development Funds (MDF), and track partner ROI.

Qualifications

• 5 to 10 years of proven B2B channel sales, partner management, or business development experience within Cybersecurity, Enterprise Hardware, Cloud, or SaaS.
• Native/C2 Business English fluency (to run C-suite US partner meetings) paired with native Spanish fluency (for LATAM contract negotiations).
• Clear understanding of endpoint security, Zero-Trust frameworks, firmware protection, and ransomware mitigation.
• Existing relationships with IT security distributors, VARs, or MSPs in the US and LATAM (e.g., Ingram Micro, TD SYNNEX, Westcon).
• Entrepreneurial drive to establish new go-to-market channels from scratch.

Requirements

• Self-Managed, Ownership-Driven Culture that empowers individuals to take initiative and make an impact.

Benefits

• Performance-Based Bonuses that reward results, contributions, and value creation.
• Passionate, Energetic, and Innovative Work Culture where ideas are encouraged and collaboration thrives.
• Uncapped Commission based on AMER + LATAM partner revenue targets.
• Restricted Stock Units (RSUs) / Equity options.