Channel Manager

Defendify; Portland (ME); Remote; USD 90,000 - 140,000; Full time

Benefits offered by this job

Travel occasionally

Job summary

Defendify is seeking a Channel Manager to grow partner-sourced revenue and expand the MSP/MSSP and distributor network. You will own partner relationships, drive upsell and cross-sell, and recruit new partners that extend Defendify’s reach to more organizations.

You will balance relationship-building with execution, report to the VP of Sales, and help shape the go-to-market strategy. Expect travel for partner meetings and industry events as needed.

Qualifications

• Experience in channel sales and building partner ecosystems.
• Proven ability to recruit, onboard, and activate partners.
• Track record of driving revenue through partner channels and programs.

Responsibilities

• Partner with VP of Sales to set channel priorities and grow the partner engine.
• Own relationships with current partners and drive upsell and expansion.
• Identify, recruit, and develop new MSPs, MSSPs, distributors, and resellers.

Skills

Channel sales

Partnership management

MSP/MSSP experience

Strategic alliances

Upsell/cross-sell

Tools

CRM

LinkedIn

Automation

AI tools

Job description

Build partnerships. Expand relationships. Drive strategic growth.

Grow Defendify’s partner-sourced revenue. Expand existing channel relationships and recruit new MSPs, MSSPs, distributors, and strategic partners who bring Defendify to more organizations.

Defendify is looking for an experienced Channel Manager to grow our business by developing strong channel and strategic partner relationships, expanding existing partnerships, and building new opportunities through our partner ecosystem.

This is a relationship-driven, revenue-focused role for someone who understands the cybersecurity industry and has experience working with Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), distributors, and strategic business partners. You’ll manage and grow existing partners through upselling, cross-selling, expansion, and increased engagement while identifying, recruiting, and developing new channel and strategic partnerships that bring Defendify to more organizations.

We are looking for someone who takes ownership of results, embraces feedback, and knows how to balance relationship building with consistent execution.

Reporting directly to the VP of Sales, you will have visibility into our broader go-to-market strategy and a direct voice in how we recruit, activate, and grow our partner ecosystem.

What You’ll Own

• Partner with the VP of Sales to set channel priorities and build a scalable partner growth engine across MSPs, MSSPs, distributors, and strategic partners
• Own relationships with existing channel and strategic partners as their primary point of contact, driving upsell, cross-sell, and expansion opportunities
• Identify, recruit, and develop new MSPs, MSSPs, resellers, referral partners, and distributors to expand Defendify’s reach
• Build strategic alliances with distributors, complementary technology providers, and industry organizations that create joint opportunities and measurable revenue
• Onboard, educate, and activate new partners so they can confidently position and sell Defendify
• Develop and execute joint growth plans that increase partner revenue, engagement, and productivity
• Stay in regular contact with partners to uncover customer needs, generate referrals, and surface new opportunities
• Track partner activity, pipeline, and revenue in our CRM, and collaborate with SDRs on prospecting and outreach when it helps
• Gather partner feedback and market insights to continuously improve our partnership strategy and partner experience
• Represent Defendify at partner meetings, industry events, and conferences, including occasional travel

What Success Looks Like

• You consistently grow revenue from existing partners by proactively finding upsell and expansion opportunities rather than waiting for partners to bring them to you
• You recruit new, high-potential MSP, MSSP, distribution, and strategic partners who align with Defendify’s growth strategy, and turn them into active, productive relationships
• You establish strategic partnerships that produce qualified opportunities, shared go-to-market activity, and measurable business results
• Your partners understand Defendify’s value and confidently introduce new opportunities
• You hit or exceed goals for partner recruitment, activation, expansion revenue, and overall partner-sourced growth
• You build trusted, long-term relationships, keep accurate CRM records, and consistently follow through on commitments
• You bring energy, accountability, and a growth mindset to the team every day

You Might Be a Fit If You…

• Have professional experience working with MSPs and/or MSSPs and understand how they operate, serve customers, and evaluate technology partnerships
• Bring cybersecurity industry experience and an understanding of the solutions, market challenges, and customer needs
• Have a proven track record in channel sales, strategic partnerships, alliances, partner management, or business development; experience working with distributors is a plus
• Can identify and structure mutually beneficial partnerships and turn them into actionable joint plans
• Have experience driving upsell, cross-sell, and expansion within existing relationships, and are comfortable prospecting and asking for business
• Know how to balance growing existing relationships with developing new ones
• Are motivated by revenue goals and take ownership of your partner relationships, pipeline, and outcomes
• Communicate clearly and confidently, stay organized, and consistently follow through
• Are resourceful and self-directed, enjoy working in a growing company, and like leveraging tools such as CRM, LinkedIn, automation, and AI
• Care about generating real revenue growth, not simply maintaining relationships or adding names to a partner list

What This Role Is Not

• A role focused solely on maintaining existing partner relationships
• A position where signing new partners matters more than activating them and generating results
• A passive account management role where upsell and expansion opportunities are expected to happen on their own
• An environment where activity matters more than impact

Why Join Defendify

• A differentiated platform: Help partners bring 13 cybersecurity modules across three essential layers of protection to customers through one All-In-One Cybersecurity® platform—not another disconnected point solution.
• A large, underserved market: Bring stronger cybersecurity to small and midsized organizations and lean IT teams that need practical protection without building a large security organization.
• An opportunity to build: Play a meaningful role in developing and scaling Defendify’s MSP, MSSP, reseller, distributor, technology, and strategic alliance ecosystem, with room to influence how the program grows.
• Direct access to sales leadership: Report directly to the VP of Sales, collaborate on go-to-market priorities, and have your ideas and market insights heard.
• Multiple ways to drive growth: Grow existing partner relationships while opening new paths through referrals, resale, distribution, co-marketing, integrations, and strategic alliances.
• A proven growth story: Join a company named to the Inc. 5000 list of America’s fastest-growing private companies three years in a row, serving thousands of organizations worldwide.
• A mission that matters: Help organizations reduce cyber risk and build stronger, more resilient cybersecurity programs.

Location

Where you’re located matters less than what you bring, and this role can be done from wherever you call home. If that happens to be near Portland, Maine, you’ll have a great home base: our headquarters are on the top floor of a building on Commercial Street in the heart of Portland’s Old Port, overlooking Casco Bay. Wherever you are, expect periodic trips to Portland for strategy meetings with the team, plus occasional travel for partner meetings, industry events, and conferences.