National Channel Manager

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<p style="min-height:1.5em"><strong>Why Mend.io</strong></p><p style="min-height:1.5em">We are redefining how modern organizations secure software from open source and custom code to AI-generated components. As the creators of the first AI Native AppSec Platform, we help global enterprises stay safe, fast, and compliant in an era of AI-driven development. Our platform combines intelligent automation, deep risk visibility, and developer-first experiences, shaping the future of application security.</p><p style="min-height:1.5em">We are also committed to building a collaborative, empowering workplace. If you are excited about this role but do not meet every requirement, we encourage you to apply. Your perspective could be exactly what we need!</p><p style="min-height:1.5em">We are seeking an experienced<strong> National Channel Manager</strong> 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.<strong></strong></p><p style="min-height:1.5em">Location: East Coast, United States (Home Office)</p><p style="min-height:1.5em"><strong><u>Key Responsibilities:</u></strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Recruit, onboard, and enable VARs and resellers to drive net-new business and customer expansion</p></li><li><p style="min-height:1.5em">Develop and execute strategic territory plans to achieve channel revenue targets and increase partner-sourced pipeline</p></li><li><p style="min-height:1.5em">Build deep relationships with partner sales and technical teams, serving as their trusted advisor on application security solutions</p></li><li><p style="min-height:1.5em">Conduct regular business reviews with partners to track performance, identify growth opportunities, and optimize joint go-to-market strategies</p></li><li><p style="min-height:1.5em">Collaborate with internal sales teams to transition appropriate accounts to partner-led models and manage co-sell motions</p></li><li><p style="min-height:1.5em">Facilitate coordination between Mend Sales teams and partners for new logo business</p></li><li><p style="min-height:1.5em">Enable partners through training, deal support, and technical resources to ensure successful customer outcomes</p></li><li><p style="min-height:1.5em">Drive partner marketing activities including joint campaigns, events (planning, execution and in-person attendance), and demand generation programs</p></li><li><p style="min-height:1.5em">Forecast accurately and maintain detailed partner activity tracking in Salesforce</p></li><li><p style="min-height:1.5em">Identify whitespace opportunities and develop strategies to penetrate underserved markets through the channel</p></li></ul><p style="min-height:1.5em"></p><p style="min-height:1.5em"><strong>Requirements:</strong></p><ul style="min-height:1.5em"><li><p style="min-height:1.5em">3-5+ years of channel sales experience with demonstrated success growing VAR and reseller ecosystems (i.e., GuidePoint partnership experience preferred)</p></li><li><p style="min-height:1.5em">Proven track record of exceeding channel revenue targets and building productive partner relationships</p></li><li><p style="min-height:1.5em">Experience selling technical solutions in cybersecurity, DevOps, or developer tools markets</p></li><li><p style="min-height:1.5em">Deep understanding of partner business models, economics, and what drives partner engagement</p></li><li><p style="min-height:1.5em">Strong technical aptitude with ability to articulate complex application security concepts to diverse audiences</p></li><li><p style="min-height:1.5em">Established network of VAR/reseller relationships in North America</p></li><li><p style="min-height:1.5em">Experience managing the full partner lifecycle from recruitment through enablement and growth</p></li><li><p style="min-height:1.5em">Self-starter mentality with ability to work independently in a remote environment</p></li><li><p style="min-height:1.5em">Excellent organizational skills and multitasking capabilities; can quickly adapt to changes in a small, fast-paced environment</p></li><li><p style="min-height:1.5em">Excellent communication, presentation, and negotiation skills</p></li><li><p style="min-height:1.5em">Strong analytics and reporting capabilities with account planning experience</p></li><li><p style="min-height:1.5em">Working knowledge of CRM and sales automation tools</p></li><li><p style="min-height:1.5em">Demonstrated initiative and creativity</p></li><li><p style="min-height:1.5em">Willingness to travel up to 50% for partner meetings, customer engagements, and industry events</p></li></ul><p style="min-height:1.5em"><strong>Our Culture</strong></p><p style="min-height:1.5em">At <a target="_blank" rel="noopener noreferrer nofollow" href="https://www.mend.io">Mend.io</a>, 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.</p>

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