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Channel Manager

Material Security

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Automated detection and response for Google Workspace and Microsoft 365.

$162M Series C raised· Backed by Founders Fund, Elad Gil, Andreessen Horowitz
$200k - $230kFULL TIMERemote · US84 employeesPosted Jul 24
channel managementvar recruitmentpartner enablementpipeline generationjoint business planningcross-functional collaborationdeal registrationco-sell playbooksqbrsrelationship management

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Material Security is looking for a Channel Manager to build and scale our VAR and reseller partner ecosystem. You'll recruit new partners, deepen relationships with existing ones, and turn those relationships into net-new pipeline and faster-closing deals for our direct sales team. This is a build-from-the-ground-up role for someone who has done it before and wants ownership over a channel motion from day one.

Responsibilities

  • Recruit, onboard, and activate new VAR and channel reseller partners

  • Deepen the relationship and bi-directional deal flow with existing partners

  • Build and run a partner enablement program: training, deal registration, co-sell playbooks

  • Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers

  • Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities

  • Own partner relationship health, QBRs, and joint business planning with top partners

  • Track and report on partner-sourced pipeline and closed-won revenue

What We're Looking For

  • 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline

  • A track record of accelerating sales cycles through channel partnerships, not just adding volume

  • Experience designing partner enablement programs that partners actually use

  • Comfort operating with ambiguity and building a channel motion largely from scratch

  • Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing

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Material Security is a remote-first workplace with an office in San Francisco, California.

Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected compensation range for this position is $200-230,000 OTE.


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Equal Opportunity Employer Statement

Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.