[Hiring] National Channel Manager @Mend.io

Role Description

We are seeking an experienced National Channel Manager to drive partner-led growth across the American territory for our application security solutions. This role is critical to our channel expansion strategy, requiring a proven track record of building and scaling VAR and reseller partnerships in technical solution environments.

• 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

Qualifications

• 3-5+ years of channel sales experience with demonstrated success growing VAR and reseller ecosystems (i.e., GuidePoint partnership experience preferred)
• 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

Company Description

At Mend.io, we are leading the way in securing AI-powered applications, and we believe the best innovations come from teams where everyone feels valued. We are committed to a workplace built on respect, trust, and growth, where learning and flexibility empower people to do their best work.