Channel Sales Manager - East

ArmorCode is on a mission to supercharge security teams with a new independent governance approach to reduce risk and burn down critical security technical debt. With its AI-powered ASPM Platform, driven by over 15 billion findings from over 260 ecosystem integrations, ArmorCode delivers a single, unbiased view of your risk across applications, infrastructure, containers, and cloud. ArmorCode unifies and normalizes findings, correlates them with business context and threat intel through adaptive risk scoring, and orchestrates security workflows to empower users to easily remediate issues. ArmorCode delivers unified visibility, AI-enhanced prioritization, remediation and scalable automation for customers so they can realize a complete understanding of risk, respond at scale, and collaborate more effectively.

Enterprises of all sizes, including dozens of Fortune 1000 companies, scale their security effectiveness by more than 10x and maximize their ROI on existing security investments with ArmorCode through managing Application Security Posture, Risk-Based Vulnerability Management, Software Supply Chain Security, DevSecOps, and Risk & Compliance.‍

Position Overview

We are seeking a highly motivated and results-driven Channel Manager to lead the growth and success of our channel partner ecosystem. In this strategic role, you will be responsible for building, managing, and optimizing relationships with resellers, distributors, and system integrators to drive indirect sales and expand market presence. The ideal candidate brings a strong background in SaaS, indirect sales, and partner enablement—along with a deep understanding of how to deliver mutual value through scalable, high-performing partnerships.

Key Responsibilities

• Channel Development & Management:
  Establish, nurture, and grow relationships with strategic channel partners (resellers, distributors, and integrators) to drive partner-sourced revenue.

• Sales Enablement & Support:
  Equip partners with the tools, training, and support required to effectively position, sell, and support our SaaS solutions. Conduct onboarding and regular training sessions.

• Go-To-Market Strategy:
  Collaborate cross-functionally with Sales, Marketing, and Product to define and execute partner-led sales strategies that align with company objectives.

• Performance Analytics & Forecasting:
  Track and report on partner performance metrics, sales pipelines, and revenue contributions. Use insights to optimize partner programs and improve outcomes.

• Partner Recruitment & Onboarding:
  Identify, evaluate, and recruit new channel partners based on strategic fit, market opportunity, and capability.

• Revenue Growth:
  Drive partner-led business development and ensure consistent achievement of sales targets through partner channels.

• Market Intelligence & Competitive Insights:
  Stay up-to-date on market trends, competitor activities, and partner feedback to inform strategic decision-making and enhance the partner experience.

• Issue Resolution:
  Act as the primary point of contact for partner-related escalations, ensuring prompt and effective resolution to maintain strong partner relationships.

Qualifications

• Education:
  Bachelor’s degree in Business, Marketing, or a related field; MBA is a plus.

• Experience:

  • 5+ years of experience in channel sales or partner management, ideally in a B2B SaaS environment.

  • Demonstrated success in developing and growing indirect sales programs.

  • Experience working with a global partner ecosystem is a strong advantage.

• Skills & Competencies:

• Strong communication, negotiation, and relationship-building skills.

• Analytical mindset with experience interpreting sales data and market trends.

• Familiarity with CRM platforms (e.g., Salesforce) and partner management tools.

• Self-starter with the ability to work independently and cross-functionally in a fast-paced, growth-driven