Field Channel Manager - West

Neo Security Inc; Oregon; Hybrid; USD 110,000 - 150,000; Full time

Job summary

Neo Security Inc. is hiring a Field Channel Manager, West to grow our partner ecosystem across the US West Coast.

Remote, field-based role requiring travel; you will recruit, enable, and manage resellers, MSSPs, and technology alliances in your region, working with Enterprise Sales to source and close partner-driven pipeline. You will build joint business plans, drive co-marketing activities, and provide partner enablement, while coordinating with Salesforce and field teams to forecast and

Qualifications

• 5+ years of channel sales, partner management, or alliances experience.
• Proven ability to build and grow a regional partner ecosystem with measurable pipeline.
• Existing relationships with resellers, MSSPs, or technology alliance partners in the region is a plus.
• Experience working with a direct sales team, co-selling, and shared account strategy.
• Strong negotiation skills and experience structuring partner agreements and incentives.
• Proficiency with Salesforce and standard partner/channel management tools.
• Excellent relationship-building and communication skills with partner executives and field teams.
• Based on US West Coast with willingness to travel regularly within the region.

Responsibilities

• Recruit, onboard, and manage relationships with resellers, MSSPs, and technology alliance partners on the US West Coast.
• Build joint business plans with partners, including pipeline targets and enablement plans.
• Collaborate with regional Enterprise Sales Representatives to source and co-sell opportunities.
• Deliver partner enablement and training for partner sales and technical teams.
• Manage partner deal registration, pipeline tracking, and forecasting in Salesforce.
• Plan and execute regional partner events, roadshows, and joint field marketing with Field Marketing.
• Negotiate and manage partner agreements, incentives, and program terms with channel/legal leadership.
• Serve as primary contact and escalation path for regional partners; resolve conflicts and ensure good partner experience.
• Track and report regional channel performance to sales and channel leadership.

Skills

Channel sales

Partner management

Negotiation

Sales forecasting

Relationship building

Tools

Salesforce

Job description

Neo Security is hiring a Field Channel Manager, West to build and grow our partner ecosystem across the West Coast United States. Reporting into Sales, you'll recruit, enable, and manage relationships with resellers, MSSPs, and technology alliance partners in your region, working side-by-side with Enterprise Sales Representatives to source and close partner-influenced and partner-sourced pipeline. This is a remote, field-based role - you'll need to be based on the US West Coast and comfortable traveling regularly to meet with partners and joint customers.

What You'll Do

• Recruit, onboard, and manage relationships with resellers, MSSPs, and technology alliance partners across the US West Coast.
• Build joint business plans with key partners, including pipeline targets, enablement plans, and co-marketing activities.
• Partner closely with regional Enterprise Sales Representatives to identify, source, and co-sell partner-influenced opportunities.
• Deliver partner enablement and training so partner sales and technical teams can effectively position and sell Neo Security.
• Manage partner deal registration, pipeline tracking, and forecasting in Salesforce, ensuring accurate visibility into partner-sourced business.
• Plan and execute regional partner events, roadshows, and joint field marketing activities in partnership with Field Marketing.
• Negotiate and manage partner agreements, incentives, and program terms in partnership with channel and legal leadership.
• Act as the primary point of contact and escalation path for partners in your region, resolving conflicts and ensuring a strong partner experience.
• Track and report on regional channel performance (partner-sourced pipeline, bookings, partner satisfaction) to sales and channel leadership.
• Represent Neo Security at regional partner and industry events across your territory.

Requirements

• 5+ years of experience in channel sales, partner management, or alliances, ideally in cybersecurity, cloud infrastructure, or another technical B2B SaaS product.
• Proven track record building and growing a regional partner ecosystem that generates measurable pipeline and revenue.
• Existing relationships with resellers, MSSPs, or technology alliance partners in the region a strong plus.
• Experience working closely with a direct sales team, co-selling and navigating shared account strategy.
• Strong negotiation skills, with experience structuring partner agreements and incentive programs.
• Proficiency with Salesforce and standard partner/channel management tools.
• Excellent relationship-building and communication skills, comfortable engaging with partner executives and field sales teams alike.
• Based on the US West Coast (e.g., California, Washington, Oregon), with the ability to travel regularly within the region for partner and customer meetings.

Nice to Haves

• Experience launching or scaling a channel program at an early-stage or high-growth security startup.
• Familiarity with MSSP business models and how security products are packaged and delivered through managed service providers.
• Experience with co-marketing and joint field marketing programs alongside a Field Marketing team.
• Familiarity with channel/partner management platforms (e.g., Impartner, PartnerStack, Salesforce PRM).
• Existing relationships with regional systems integrators or distributors relevant to cybersecurity.
• A technical enough background to speak credibly with partner sales engineers about Neo Security's product.