Remote Channel Partnerships Lead – Cybersecurity AI

Madrona Venture Labs; United States; On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Health insurance

401K with employer match

Self-Managed PTO

Parental leave

Equity grants

Job summary

Dropzone AI, a 100% remote cybersecurity startup, is seeking a Channel Manager to recruit and develop a strategic partner ecosystem across resellers, distributors, and MSPs. You will shape joint business plans, enable partners, and drive partner-sourced pipeline with sales and marketing teams.

This role requires 5+ years in channel sales or partner management, strong communication and negotiation skills, and the ability to operate in a fast-growing startup.

Qualifications

• 5+ years of channel sales, partner management, business development, or enterprise tech sales.
• Proven track record of building productive partner relationships and generating revenue.
• Experience with value-added resellers, solution providers, distributors, MSPs, or technology partners.
• Understanding of channel sales models, partner economics, and joint go-to-market planning.
• Ability to influence executives and field teams.
• Excellent communication, presentation, negotiation, and relationship-management skills.
• Comfort in fast-paced, high-growth startups.

Responsibilities

• Recruit, onboard, and develop high-value channel partners.
• Build trusted relationships with partner executives and sales teams.
• Develop joint business plans with revenue goals and go-to-market activities.
• Drive partner-sourced and partner-influenced pipeline.
• Enable partner sales and technical teams to position and sell Dropzone AI.
• Collaborate with direct sales to coordinate account strategies.
• Maintain accurate partner and pipeline data in CRM.
• Monitor partner performance and provide forecasts and reviews.
• Represent Dropzone AI at partner meetings and industry events.

Skills

Channel sales

Partner management

Business development

Enterprise technology sales

Relationship-building

Communication

Negotiation

Tools

CRM

Job description

Dropzone AI, a 100% remote cybersecurity startup, is seeking a Channel Manager to recruit and develop a strategic partner ecosystem across resellers, distributors, and MSPs. You will shape joint business plans, enable partners, and drive partner-sourced pipeline with sales and marketing teams.

This role requires 5+ years in channel sales or partner management, strong communication and negotiation skills, and the ability to operate in a fast-growing startup.