Channel Sales Manager

Zaddy Solutions; New York (NY); Hybrid; USD 120,000 - 180,000; Full time

Job summary

Zaddy Solutions is seeking a Channel Sales Manager for its enterprise AI governance platform. This hybrid role in Midtown Manhattan requires building and maturing a partner ecosystem with MSPs, distributors, resellers, OEMs, and strategic technology partners to generate qualified opportunities and revenue.

You will recruit, onboard, and activate partners, define program tiers, negotiate terms, and measure partner-sourced pipeline, balancing hands-on execution with strategy as the program

Qualifications

• Direct experience in channel sales, partner sales, strategic partnerships, alliances, or business development within B2B technology.
• Experience selling through MSPs, distributors, resellers, OEMs, or similar partner models.
• Named partner relationships and measurable examples of partner-sourced revenue.
• Track record of recruiting and activating partners rather than only maintaining inherited relationships.
• Experience building a partner ecosystem, territory, market, or region from an early stage.
• Ability to explain how MSP, distributor, reseller, and OEM business models differ.
• Experience negotiating commercial agreements involving margins, discounts, revenue sharing, marketing funds, or minimum commitments.
• Familiarity with Salesforce and partner-management platforms.
• Experience tracking partner-sourced revenue, partner-influenced pipeline, activation rate, time to first deal, and partner productivity.
• Strong commercial judgment and the ability to work across sales, marketing, product, finance, and legal teams.
• Comfort operating in an environment where the channel strategy and playbook are still being built.
• Legal authorization to work in the United States without current or future visa sponsorship.
• Experience working directly with organizations such as Ingram Micro, TD SYNNEX, Arrow, Pax8, or comparable distributors and marketplaces is a strong differentiator. Additional differentiators include experience originating a major partner relationship, launching a new region, or negotiating an OEM, embedded, or white-label agreement.

Responsibilities

• Identify the MSPs, distributors, resellers, OEMs, and technology partners with the greatest market potential
• Develop partner segmentation, engagement models, program tiers, and performance expectations
• Build a repeatable strategy for expanding market reach through indirect sales channels
• Originate new partner relationships rather than relying solely on an inherited network
• Recruit, onboard, and activate partners capable of generating qualified opportunities
• Build relationships with decision-makers across MSPs, distributors, marketplaces, resellers, and technology companies
• Move partner relationships from initial conversations to active co-selling and revenue production
• Negotiate margins, discounts, revenue-sharing structures, minimum commitments, marketing funds, and related commercial terms
• Coordinate with legal, finance, product, and executive stakeholders throughout the agreement process
• Support OEM, embedded, and white-label partnership discussions when appropriate
• Own measurable partner-sourced pipeline and revenue goals
• Distinguish clearly between partner-sourced and partner-influenced opportunities
• Work with partners to identify target accounts, create introductions, and support joint opportunities
• Track partner activation, time to first deal, pipeline creation, conversion, and closed revenue
• Develop onboarding, sales enablement, co-marketing, and co-selling programs
• Create partner materials, training resources, sales plays, and joint go-to-market plans
• Manage deal registration, partner communications, pipeline reporting, and performance reviews
• Use CRM and partner-management tools to maintain visibility into activity and results

Skills

Channel sales

Strategic partnerships

Partner recruitment

Partner activation

Negotiation

Cross-functional collaboration

Partner-sourced revenue

Salesforce familiarity

Tools

Salesforce

Job description

Title: Channel Sales Manager, MSP & Strategic Partnerships

Location: Hybrid, Midtown Manhattan, NYC

The Opportunity: Zaddy Solutions is recruiting a Channel Sales Manager for an international software company building an enterprise platform for governing and securing AI-agent connections. The company is developing a new route to market through managed service providers, distributors, resellers, OEMs, and strategic technology partners. This person will be responsible for identifying the right partners, opening new relationships, structuring agreements, activating those partners, and turning the channel into a measurable source of pipeline and revenue.

This is a hands-on builder role. The partner program and playbook are still being developed, so the successful candidate will need to create structure while also personally moving relationships toward commercial outcomes.

What You Will Own:

Channel Strategy and Ecosystem Development

• Identify the MSPs, distributors, resellers, OEMs, and technology partners with the greatest market potential
• Develop partner segmentation, engagement models, program tiers, and performance expectations
• Build a repeatable strategy for expanding market reach through indirect sales channels

Partner Recruitment and Activation

• Originate new partner relationships rather than relying solely on an inherited network
• Recruit, onboard, and activate partners capable of generating qualified opportunities
• Build relationships with decision-makers across MSPs, distributors, marketplaces, resellers, and technology companies
• Move partner relationships from initial conversations to active co-selling and revenue production

Commercial Partnerships

• Negotiate margins, discounts, revenue-sharing structures, minimum commitments, marketing funds, and related commercial terms
• Coordinate with legal, finance, product, and executive stakeholders throughout the agreement process
• Support OEM, embedded, and white-label partnership discussions when appropriate

Partner-Sourced Pipeline and Revenue

• Own measurable partner-sourced pipeline and revenue goals
• Distinguish clearly between partner-sourced and partner-influenced opportunities
• Work with partners to identify target accounts, create introductions, and support joint opportunities
• Track partner activation, time to first deal, pipeline creation, conversion, and closed revenue

Partner Enablement and Operations

• Develop onboarding, sales enablement, co-marketing, and co-selling programs
• Create partner materials, training resources, sales plays, and joint go-to-market plans
• Manage deal registration, partner communications, pipeline reporting, and performance reviews
• Use CRM and partner-management tools to maintain visibility into activity and results

What We Are Looking For:

• Direct experience in channel sales, partner sales, strategic partnerships, alliances, or business development within B2B technology
• Experience selling through and with MSPs, distributors, resellers, OEMs, or similar partner models
• Named partner relationships and measurable examples of partner-sourced revenue
• A track record of recruiting and activating partners rather than only maintaining inherited relationships
• Experience building a partner ecosystem, territory, market, or region from an early stage
• The ability to explain how MSP, distributor, reseller, and OEM business models differ
• Experience negotiating commercial agreements involving margins, discounts, revenue sharing, marketing funds, or minimum commitments
• Familiarity with Salesforce and partner-management platforms
• Experience tracking partner-sourced revenue, partner-influenced pipeline, activation rate, time to first deal, and partner productivity
• Strong commercial judgment and the ability to work across sales, marketing, product, finance, and legal teams
• Comfort operating in an environment where the channel strategy and playbook are still being built
• Legal authorization to work in the United States without current or future visa sponsorship
• Experience working directly with organizations such as Ingram Micro, TD SYNNEX, Arrow, Pax8, or comparable distributors and marketplaces is a strong differentiator. Additional differentiators include experience originating a major partner relationship, launching a new region, or negotiating an OEM, embedded, or white-label agreement.

Why This Opportunity Is Different: This is an early and highly visible channel hire with the opportunity to build a new route to market from the ground up. The right partnership could place the company's technology in front of hundreds or thousands of end customers.

This person will have meaningful ownership over which partners the company pursues, how those relationships are structured, and how the channel becomes a repeatable source of revenue. The environment combines the autonomy of a startup with the resources and stability of an established international software company.

Location: This position is hybrid in New York City. Candidates must be able to work from the Midtown Manhattan office two days per week.