Field Channel Manager - West

Neo; San Francisco (CA); Remote; USD 120,000 - 180,000; Full time

Job summary

Neo Security is seeking a Field Channel Manager to grow our partner ecosystem across the US West Coast. You will recruit, enable, and manage resellers, MSSPs, and technology alliance partners while working with Enterprise Sales Representatives to source and close partner-influenced opportunities.

The role is remote and field-based; you must be US West Coast-based and comfortable traveling regularly to meet partners and customers.

Qualifications

• 5+ years of channel sales, partner management, or alliances experience in cybersecurity or technical B2B SaaS.
• Proven ability to build and grow regional partner ecosystems with measurable pipeline.
• Existing relationships with resellers, MSSPs, or technology alliance partners are a strong plus.
• Experience co-selling with direct sales teams and navigating shared account strategies.

Responsibilities

• Recruit, onboard, and manage relationships with resellers, MSSPs, and technology alliance partners across the US West Coast.
• Build joint business plans with partners, including pipeline targets, enablement plans, and co-marketing activities.
• Partner 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.
• Plan and execute regional partner events, roadshows, and joint field marketing activities with Field Marketing.
• Negotiate and manage partner agreements, incentives, and program terms with channel and legal leadership.
• Act as primary contact for partners, resolving conflicts and ensuring strong partner experience.
• Track and report regional channel performance to sales and channel leadership.
• Represent Neo Security at regional partner and industry events.

Skills

Channel sales

Partner management

Salesforce

Negotiation

Relationship building

Tools

Salesforce

Job description

Neo Security is hiring a Field Channel Manager 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 in the US West Coast region and comfortable traveling regularly to meet with partners and joint customers.

This role suits a relationship-driven, entrepreneurial channel professional who knows how to build a partner business from the ground up, enjoys being on the road building relationships, and is motivated by a shared pipeline number with the direct sales team.

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 in the US West Coast (e.g., California, Washington, Colorado), 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.