Channel Development Manager

Ironwall by Incogni; Mission Viejo (CA); On-site; USD 200,000 - 220,000; Full time

Benefits offered by this job

Company-paid medical and dental

OTE can be $200,000-$220,000

Job summary

Ironwall by Incogni seeks a Channel Development Manager to build and scale a new partner channel in the US. You will recruit VARs, MSPs, MSSPs, distributors, and tech partners, onboard and enable them, and create repeatable programs that drive pipeline and revenue.

You’ll own the end-to-end partner experience, establish KPIs and incentives, collaborate with Sales and Marketing on campaigns, and travel as needed to partner events and meetings. A strong, proactive builder mindset is essential.

Qualifications

• Demonstrated history of developing new channel business and recruiting partners.
• Experience working with VARs, MSPs, MSSPs, distributors, or other indirect sales partners.
• Proven ability to take partners from prospecting through onboarding and revenue generation.
• Experience in B2B SaaS, cybersecurity, technology, cloud, networking, or managed services.

Responsibilities

• Build and execute Ironwall’s channel strategy and recruit VARs, MSPs, MSSPs, distributors, and technology partners.
• Recruit, onboard, enable, and grow new partners.
• Build executive-level relationships with key partner organizations.
• Establish partner programs, goals, KPIs, incentives, and enablement resources.
• Drive partner-sourced and partner-influenced pipeline and revenue.
• Collaborate with Sales and Marketing on joint selling, campaigns, and partner opportunities.
• Track partner performance and continuously improve the channel.
• Represent Ironwall at partner meetings, conferences, and industry events; travel as needed.

Skills

Channel sales experience

Partner development

B2B SaaS

Relationship building

Job description

Ironwall by Incogni is an executive privacy and protection company helping organizations protect their most exposed people. We continuously identify and remove personal information from the internet to reduce privacy and security risks for executives, public officials, judges, law enforcement professionals, healthcare leaders, and other high-risk individuals.

We are part of Incogni and the broader Nord Security family, serving customers across the US and Europe.

The Opportunity

We are looking for a Channel Development Manager to build and grow Ironwall’s partner channel.

This is not a traditional channel account management role where you inherit an established partner portfolio. We need someone who knows how to identify, recruit, activate, and grow new channel partners.

You will build relationships with VARs, MSPs, MSSPs, distributors, and other technology partners, establish the processes and programs needed to support them, and turn those relationships into a measurable source of pipeline and revenue.

If you enjoy building something that doesn't already exist and thrive in a high-ownership environment, this is an opportunity to make a significant impact.

What You'll Own

• Build and execute Ironwall’s channel strategy and recruit VARs, MSPs, MSSPs, distributors, and technology partners
• Recruit, onboard, enable, and grow new partners
• Build executive-level relationships with key partner organizations
• Establish partner programs, goals, KPIs, incentives, and enablement resources
• Drive partner-sourced and partner-influenced pipeline and revenue
• Collaborate with Sales and Marketing on joint selling, campaigns, and partner opportunities
• Track partner performance and continuously improve the channel
• Represent Ironwall at partner meetings, conferences, and industry events; travel as needed

What Success Looks Like

Success will be measured by the growth and productivity of the channel you build. You will be expected to:

• Build a strong pipeline of qualified prospective partners
• Consistently recruit, onboard, and activate new partners
• Establish repeatable partner recruitment and enablement processes
• Build strong relationships with key partner organizations
• Generate increasing partner-sourced pipeline and revenue
• Create a scalable foundation for Ironwall’s long-term channel business

Who We're Looking For

We are looking for someone with a demonstrated history of developing new channel business and personally recruiting partners.

You may be a strong fit if you have:

• 3-7+ years of channel, partner development, or channel sales experience
• Experience working with VARs, MSPs, MSSPs, distributors, or other indirect sales partners
• A proven track record of recruiting and activating new partners
• Experience taking partners from prospecting through onboarding and revenue generation
• Experience in B2B SaaS, cybersecurity, technology, cloud, networking, infrastructure, or managed services
• Strong prospecting, business development, and relationship-building skills
• Experience working with partner executives and owners
• The ability to create processes and programs where they don't yet exist
• A high level of independence, ownership, and initiative
• Willingness to travel

This role may not be the right fit if your experience has primarily been managing an established partner book, maintaining existing relationships, or operating within a mature channel program.

We want someone who has personally built new partner relationships and knows how to turn those relationships into productive business.

Government & Public Sector Experience

Government or public-sector channel experience is a plus, including experience with government VARs, GSA, Carahsoft, NAPSO, state and local government, law enforcement, or public-sector technology ecosystems.

However, proven channel-building ability is more important than simply having an existing government partner network.

How We Evaluate Channel Experience

During the interview process, be prepared to discuss:

• Partners you personally recruited
• How you identified and approached them
• How you convinced them to work with a new vendor
• How you onboarded and activated them
• Pipeline and revenue generated
• Challenges you encountered and how you addressed them
• What your first 90 days at Ironwall would look like

We want to understand what you personally built, not simply what channel your previous company already had.

Our Culture

At Ironwall, we value:

Transparency - We communicate openly and honestly.

Collaboration - We work together without unnecessary silos.

Radical ownership - If you own it, you see it through.

Purpose - We protect people.

We are looking for someone who is comfortable operating where the playbook doesn't already exist and who takes ownership of building what is needed.

OTE can be : $200,000-$220,000

• 100% company-paid medical and dental insurance