Field Channel Manager

eSentire, Inc.; Tennessee; On-site; USD 130,000 - 140,000; Full time

Benefits offered by this job

Annual bonus or commission program

Competitive benefits

Parental leave

RRSP/401K matching

Referral bonus

Job summary

eSentire in Tennessee is seeking a Channel Manager to build and grow strategic channel partnerships, drive revenue, and recruit new partners. You will coordinate cross-functional resources to meet partner performance targets and manage complex partner ecosystems.

The ideal candidate has extensive channel sales experience, C-suite engagement ability, and a track record of overachieving quotas, with travel up to 50% as needed. This role reports to Talent Acquisition and offers strong total rewards.

Qualifications

• Post-secondary education or equivalent work experience.
• 10+ years of sales experience with at least 5 years in a channel management role.
• Consistent track record of overachieving against quota.
• Strong experience in sales, growth strategies, account development and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• Diplomacy, negotiation, conflict resolution and people management skills.
• Ability to call high in an account up to C-suite executives.
• Proven teamwork and relationship-building skills.
• Knowledge of accounting and financial practices.
• Proficiency with MS Office and Salesforce.
• Knowledge of sales & marketing techniques and principles.
• Willingness to travel up to 50% domestically.

Responsibilities

• Establish productive relationships with key personnel in assigned partner accounts.
• Coordinate involvement of company resources to meet partner objectives.
• Meet targets for profitable sales and strategic objectives in assigned partners.
• Lead joint partner planning with mutual performance objectives and milestones.
• Assess and clarify partner needs on an ongoing basis.
• Sell through partner networks to end users with partner sales resources.
• Manage channel conflicts by clear communication and adherence to rules.
• Lead solution development addressing end-user needs with cross-functional teams.
• Ensure partner compliance with agreements.
• Drive adoption of company programs among partners.
• Recruit new qualifying partners.

Skills

Channel sales

Negotiation

Relationship mgmt

Strategic planning

People management

Education

Bachelor's degree

Tools

Salesforce

Microsoft Office

Job description

About eSentire

Founded in 2001 and headquartered in Waterloo, Ontario, eSentire is a global leader in Managed Detection and Response (MDR), protecting more than 2,000 organizations across over 35 industries worldwide. The company operates a Controlled Autonomy SecOps model, pairing agentic AI operatives with expert human threat hunters and analysts in a 24/7 Security Operations Centre.

Atlas AI is eSentire’s Controlled Autonomy SecOps platform. It connects to a customer’s entire security stack and correlates signals across endpoint, network, identity, email, cloud, and SaaS environments to preempt exposure and contain threats. eSentire’s engineering organization is global, serving mid-market and large enterprise customers.

About the Role:

The Channel Manager wins, maintains, and expands relationships with both assigned and prospective channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Channel Manager represents the entire range of company products and services to assigned and prospective partners though may focus on a specific solution or product set if focused in a partner vertical market.

Responsibilities:

• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources.
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Proactively recruits new qualifying partners.

Requirements:

• Post-secondary education - B.A. or equivalent work experience
• 10+ of sales experience, with at least 5 years in a channel manager
• Consistent track record of overachieving against quota.
• Strong experience in all aspects of sales, including growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• A well‑defined sense of diplomacy, including solid negotiation, conflict resolution, and people management skills.
• Demonstrated planning, preparation, and organizational abilities
• Demonstrated capability to call high in an account up to and including the “C” level executives
• Excellent teamwork and team building skills.
• Able to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Demonstrated knowledge of accounting and financial practices.
• Strong problem identification and problem resolution skills.
• High level of proficiency with Microsoft Office productivity suite and Sales Force
• Demonstrated knowledge of sales and marketing techniques and principles
• Flexible attitude, ability to perform under pressure
• Travel domestically up to 50% of the time

This posting is for an existing vacancy

Compensation Range

The expected base salary range for this role is $130,000-$140,000 USD, with an expected OTE of $215,000-$230,000 USD. This range is for the primary location for which the job is posted. Actual compensation may vary depending on location and job-related factors such as qualifications, experience, knowledge, skills, andinternal equity.

Our Culture and Values

We celebrate diversity, operating with mutual respect and consideration, in an environment that fosters inclusivity for all. We believe that a variety of perspectives, backgrounds, and experiences make us stronger – if you’re enthusiastic about this opportunity but don’t meet every qualification, we encourage you to apply anyway. It takes a diverse set of thoughts, cultures, backgrounds, and perspectives to be a true market leader.

Total Rewards

We believe in rewarding performance and providing comprehensive benefits tailored to support your well‑being. Our package includes:

• We reward strong performance through role‑specific incentive programs, including either an annual bonus program or a competitive commission plan
• Competitive benefit program
• Paid parental leave
• Matching RRSP or 401K program
• Competitive employee referral bonus

Artificial Intelligence (AI) Notice:

As part of our recruitment process, eSentire may use Artificial Intelligence (AI) tools to assist recruiters with reviewing and summarizing application materials. All candidate evaluations and hiring decisions are made by members of our hiring team

Accommodation

If you have any accessibility requirements during the recruitment process, please reach out to our HR team [e-mail] any accommodation needs will be addressed upon request.Your talents and unique perspectives are valued, and we look forward to the opportunity to work together to build a more inclusive future.

It's our mission at eSentire to protect our customers 24/7/365 and we extend this conviction to job seekers. During the application and interview process, eSentire will communicate with you from one of our corporate "@esentire.com" email addresses, never from a public email address.