Field Channel Manager (California)

eSentire; California (MO); On-site; USD 130,000 - 155,000; Full time

Benefits offered by this job

Comprehensive health benefits

Flexible vacation plan

Participation in equity program

Job summary

A cyber-threat detection response company is seeking a Field Channel Manager in California. The ideal candidate will manage and expand relationships with channel partners, achieving sales and profitability objectives. With over 10 years of sales experience and at least 5 years in channel management, the candidate will demonstrate strong negotiation and problem-resolution skills. The role offers a competitive salary range of $130,000–$155,000 and overall on-target earnings up to $255,000.

Qualifications

• 10+ years of sales experience with 5+ years in a channel manager role.
• Consistent track record of over-achieving against quota.
• Strong experience in sales growth strategies and account development.

Responsibilities

• Build relationships with key personnel in partner accounts.
• Meet targets for profitable sales volume and objectives.
• Recruit new qualifying partners proactively.

Skills

Sales experience

Relationship management

Negotiation skills

Planning and organization

Problem resolution

Education

B.A. or equivalent work experience

Tools

Microsoft Office

Salesforce

Job description

Field Channel Manager (California)

Position with eSentire, a cyber‑threat detection response company.

About eSentire

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business‑disrupting events. The company was founded on the premise that if you can’t find a solution, you build it. Entrepreneurship and innovation are in our DNA. Our culture is based on transparency, teamwork, and continuous innovation.

Role Overview

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.

Responsibilities

• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and expectations.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and by strict adherence to channel rules of engagement.
• Lead solution development efforts that best address end‑user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensure partner compliance with partner agreements.
• Drive adoption of company programs among assigned partners.
• Proactively recruit new qualifying partners.

Requirements

• B.A. or equivalent work experience.
• 10+ years of sales experience, with at least 5 years in a channel manager role.
• Consistent track record of over‑achieving 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.
• Diplomacy, solid negotiation, conflict resolution, and people‑management skills.
• Planning, preparation, and organizational abilities.
• Capability to engage high‑level executives (C‑suite).
• Excellent teamwork and team‑building skills.
• Ability to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Knowledge of accounting and financial practices.
• Strong problem identification and problem‑resolution skills.
• High proficiency with Microsoft Office and Salesforce.
• Knowledge of sales and marketing techniques and principles.
• Flexible attitude, ability to perform under pressure.
• Domestic travel up to 50% of the time.

Compensation

The expected base salary range for this role is $130,000–$155,000 USD and the overall on‑target earnings is between $200,000–$255,000 USD.

Culture and Values

At eSentire we work in a collaborative and innovative work environment. We welcome diverse perspectives and celebrate inclusion. If you don’t meet every qualification, we encourage you to apply anyway.

Total Rewards

Our package includes comprehensive health benefits, a flexible vacation plan, and participation in the company‑wide equity program.

Accommodation

If you have any accessibility requirements during the recruitment process, please reach out to our HR team at [e-mail] and accommodation needs will be addressed upon request.