Channel Sales Manager

About the role

As a Channel Sales Manager on Coalition’s Channel & Alliances team, you will own and grow a portfolio of strategic channel partners across the United States, with a preference for candidates based in the Eastern time zone. You will focus on driving adoption and revenue for Coalition’s Automated Detection and Response (ADR) platform, Wirespeed, through value-added resellers (VARs) and other key partners, while collaborating closely with Sales and Marketing on joint go-to-market initiatives. Your work will shape how partners experience Coalition, expand our reach into new customers, and drive meaningful impact on our growth.

Responsibilities

• Drive channel sales for Wirespeed by identifying, recruiting, and enabling high-potential VARs and other strategic partners in your territory.
• Own a quota-based book of business, managing both channel-sourced and partner-influenced pipeline from prospecting through close.
• Build and execute partner go-to-market plans in collaboration with Sales and Marketing including campaigns, enablement, and co-selling motions.
• Plan and execute partner events, webinars, and trade show engagements to create demand, accelerate deals, and strengthen relationships.
• Develop strong, multi-level relationships within partner organizations, from executives to front-line sellers, to increase mindshare and deal velocity.
• Leverage CRM and partner management tools to forecast accurately, report on performance, and continuously refine your territory and account strategy.

Skills and Qualifications

• 5+ years of experience in channel management, channel sales, or business development with a proven record of achieving or exceeding revenue targets through partners.
• Experience working with VARs, distributors, or other indirect channels, ideally in cybersecurity, SaaS, or related technology sectors.
• Collaborative, self-motivated, and results-oriented mindset with a strong focus on quality, customer impact, and doing what is right for partners and end customers.
• Ability to thrive in a fast-paced, evolving environment, balancing multiple partners, programs, and opportunities while maintaining clarity on priorities.
• Exceptional verbal, written, and presentation skills, with experience presenting to executives and facilitating partner enablement sessions.
• Comfort using social media and digital channels for professional networking, partner engagement, and market presence.
• Strong organizational, creative, and problem-solving skills, with a data-informed approach to managing pipeline and forecasting.
• Proficiency with office productivity suites (Excel/Sheets, PowerPoint/Slides), CRM systems such as Salesforce, and partner or channel management tools.

Bonus Points

• Experience building or scaling a new channel program or territory, including developing partner onboarding, enablement, and incentive structures.
• Background selling cybersecurity products, security services, or other technical solutions to mid-market or enterprise customers through partners.
• Prior experience working with distributed teams and coordinating cross-functional initiatives across time zones.
• Familiarity with Wirespeed or similar security solutions and an interest in staying current on cybersecurity trends.
• Demonstrated success using events, trade shows, or user conferences as core components of a channel demand generation strategy.

Compensation

Our compensation reflects the cost of labor across several US geographic markets. The US base salary for this position ranges from $140,000/year in our lowest geographic market up to $170,000/year in our highest geographic market. Consistent with applicable laws, an employee's pay within this range is based on a number of factors, which include but are not limited to relevant education, skills, job-related knowledge, qualifications, work experience, credentials, and/or geographic location.

Your recruiter can share more on target salary for your location during the interview process. Coalition, Inc. reserves the right to modify this range as needed.

OTE target for this role is $210,000 - $240,000+ (uncapped potential).

Perks

• 100% medical, dental and vision coverage
• Flexible PTO policy
• Annual home office stipend and WeWork access
• Mental & physical health wellness programs (One Medical, Headspace, Wellhub, and more)!
• Competitive compensation and opportunity for advancement