Channel Sales Manager

Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

**The Opportunity**: We are seeking a highly motivated and results-driven Channel Sales Manager to join our growing team. In this pivotal role, you will be responsible for recruiting, enabling, and managing a network of channel partners to drive revenue growth and expand our market share in 6 countries (Malaysia, Thailand, Indonesia, Philippines, Hong Kong and Taiwan). If you are a seasoned channel professional with a deep understanding of the cybersecurity industry and a proven track record of building successful partnerships, we encourage you to apply.

**Key Responsibilities**:

- ** Channel Partner Recruitment & Onboarding**:

- Identify, recruit, and onboard new channel partners (VARs, SIs, MSSPs, Distributors) that align with our strategic goals and market focus.
- Develop and execute comprehensive onboarding plans to ensure partners are fully enabled to sell and support our solutions.
- ** Partner Relationship Management**:

- Build and maintain strong, long-lasting relationships with key stakeholders within assigned partner organizations.
- Serve as the primary point of contact for channel partners, fostering trust and mutual growth.
- Conduct regular business reviews with partners to track performance, identify opportunities, and address challenges.
- ** Sales & Revenue Growth**:

- Collaborate with partners to develop and execute joint business plans and sales strategies (including account mapping and new customer logo engagement)
- Drive partner-generated pipeline and revenue attainment, meeting or exceeding assigned quotas.
- Provide sales guidance, product training, and competitive positioning support to partners.
- Work closely with internal sales teams to ensure seamless collaboration and lead handoffs.
- ** Partner Enablement & Training**:

- Work closely with internal technical team to ensure partners are enabled and certified on our products, solutions, and sales methodologies.
- Ensure partners have access to the necessary sales tools, marketing collateral, and technical resources.
- Stay informed about product updates and industry trends to effectively educate partners.
- ** Market Development**:

- Identify new market opportunities and strategic alliances to expand our channel ecosystem.
- Represent Menlo Security at industry events, trade shows, and partner conferences.
- Gather market intelligence and feedback from partners to inform product development and sales strategies.
- ** Reporting & Analysis**:

- Track and report on key channel performance metrics, including pipeline, revenue, and partner engagement.
- Analyze data to identify trends, forecast future performance, and recommend corrective actions.

**Qualifications**:

- Bachelor's degree in Business, Marketing, Computer Science, or a related field (or equivalent practical experience).
- [10] years of proven channel sales experience in the **cybersecurity industry** is essential.
- Strong understanding of various cybersecurity domains (e.g., endpoint security, network security, cloud security, data protection, security operations).
- Demonstrable track record of recruiting, enabling, and managing successful channel partnerships that have driven significant revenue growth.
- Excellent communication, presentation, and interpersonal skills.
- Ability to build rapport and influence at all levels, both internally and externally.
- Strong business acumen and strategic thinking abilities.
- Self-motivated, proactive, and results-oriented with a strong work ethic.
- Ability to travel [50%, as needed] to meet with partners, customers (jointly with partners) and attend industry events.

**Why Menlo?**

Our culture is collaborative, inclusive, and fun We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

**All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability**.