Channel Sales Manager

HCLSoftware; United States; On-site; USD 135,000 - 195,000; Full time

Job summary

HCLSoftware is seeking a Channel Manager to accelerate revenue across cybersecurity and automation products through strategic partner engagement. With a focus on building relationships with national resellers and regional players, this key role offers the opportunity to drive growth and success in a collaborative and fast-paced environment. Join a team dedicated to advancing innovative software solutions as part of a globally recognized brand.

Benefits

Collaborative and high-performing team

Competitive compensation

Performance-driven incentives

Career growth opportunities

Qualifications

• 8+ years of experience in channel sales or partner management.
• Proven success with resellers and integrators.
• Ability to scale regional partners and understanding of indirect sales.

Responsibilities

• Drive revenue growth through partner ecosystems.
• Manage partner relationships and enablement initiatives.
• Lead participation in partner events and provide market feedback.

Skills

Channel sales

Partner management

Sales strategies

Cybersecurity knowledge

Automation

AI understanding

Negotiation skills

Communication skills

Relationship building

Job description

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South (Preferred Texas. Within Texas DFW or Austin is preferred)

Midwest (IL, OH, IN preferred)

About HCL Software

HCL Software is a division of HCLTech, a global technology leader, delivering innovative software solutions across cybersecurity, digital transformation, AI, automation, and enterprise operations. Our software powers mission-critical environments across industries, and we’re building a next-generation partner ecosystem to accelerate our reach and impact.

We are expanding our channel team in the Americas and are looking for a dynamic Channel Manager who thrives in partner-centric environments and can drive measurable growth through large national resellers, global systems integrators, and regional channel partners.

Role Overview

As a Channel Manager, you will be responsible for building and accelerating revenue through our partner ecosystem—with a focus on cybersecurity, AI, and automation products. This is a high-impact, partner-facing role that requires a strategic mindset, strong sales DNA, and deep relationships with key players across the channel landscape.

You will own partner engagement end-to-end—from recruitment and enablement to joint selling and pipeline acceleration—with both tier-one resellers and regional players.

Key Responsibilities

• Channel Sales Leadership: Drive revenue growth across assigned partners by building joint business plans, managing pipeline, and aligning with sales leadership on forecasted contributions.
• Partner Relationships: Leverage your existing relationships with large national resellers (CDW, SHI, Insight, Softchoice, WWT, etc.) to expand our footprint and identify new growth opportunities.
• Regional Engagement: Build and manage relationships with regional VARs, MSSPs, and solution providers, ensuring broad market coverage and agility.
• Partner Enablement: Lead enablement initiatives focused on our cybersecurity, automation, and AI product lines—ensuring partners can confidently position, demo, and sell on their own.
• Joint Go-to-Market: Collaborate with partners on solution packaging, campaign execution, and co-selling strategies that align with customer needs and HCL Software's offerings.
• Onboarding & Activation: Streamline partner onboarding processes and drive time-to-revenue through structured training, tools access, and early deal support.
• Strategic Events: Lead participation in partner summits, QBRs, SKOs, and industry events to build mindshare and communicate our roadmap and value proposition.
• Market Feedback: Be the voice of the partner internally—capturing and sharing insights on market dynamics, pricing competitiveness, product fit, and customer needs.

What We’re Looking For

• 8+ years of experience in channel sales or partner management within the cybersecurity, AI, automation, or enterprise software space
• Existing relationships and proven success working with resellers and integrators
• Ability to identify, onboard, and scale regional partners in key markets
• Deep understanding of indirect sales motions, channel incentives, and co-selling models
• Experience building and delivering effective partner enablement and training programs
• Strong communication, negotiation, and cross-functional collaboration skills
• Self-starter with a passion for building ecosystems and making partners successful
• Willingness to travel 25-50% partner engagement, trainings, and events

Preferred Qualifications

• Proven success working with channel organizations—whether directly as part of a channel program or from the OEM/vendor side
• Experience working in or around MSSPs or MSPs is a plus
• Existing executive-level relationships within large national resellers, regional VARs, or integrators
• Technical or solution-selling background in cybersecurity or intelligent automation tools
• Familiarity with HCL Software products or competitive landscape

Why Join HCL Software?

• Help build the next-generation partner ecosystem around some of the most advanced software platforms in cybersecurity, automation, and AI
• Be part of a fast-growing, globally recognized software brand with aggressive investment in the channel
• Access a collaborative, high-performing team with direct visibility to senior leadership
• Competitive compensation with performance-driven incentives and career growth opportunities

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales, Business Development, and Information Technology

• Industries

  IT System Custom Software Development

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