Senior Channel Manager

Theory Ventures; Northern (KY); Hybrid; USD 120,000 - 160,000; Full time

Benefits offered by this job

Health insurance

Employer 401K match

Self-Managed PTO

Parental leave

Equity grants

Job summary

Dropzone AI is seeking a driven Channel Manager to expand our partner ecosystem across the US. You will recruit, onboard, and enable channel partners, aligning with growth strategy and revenue goals.

You will collaborate with sales, marketing, and product teams, manage joint business plans, drive pipelines, and represent Dropzone AI at events. This remote-first role requires travel and a startup mindset.

Qualifications

• 5+ years in cybersecurity channel sales or enterprise tech sales.
• Proven track record in building partner ecosystems and revenue.
• Strong relationships with VARs & LARs in target US regions.

Responsibilities

• Recruit, onboard, and develop high-value channel partners aligned with growth strategy.
• Build relationships with partner executives, sales leaders, and technical stakeholders.
• Develop joint business plans with revenue goals and GTM priorities.
• Drive partner-sourced and partner-influenced pipeline through campaigns and field engagement.
• Enable partner sales and technical teams to position and sell Dropzone AI.
• Collaborate with direct sales to coordinate account strategies.
• Support partners through the sales cycle and define deal strategy.
• Maintain accurate partner data in CRM and reporting systems.
• Monitor partner performance and provide forecasts and reviews.
• Gather market feedback to inform sales, marketing, and product strategies.
• Represent Dropzone AI at partner meetings and industry events.
• Refine channel programs and resources as the partner organization scales.

Skills

Channel sales

Partnership development

Pipeline management

Executive relationship building

Sales enablement

CRM proficiency

Travel availability

Startup mindset

Data-driven decision making

Education

Bachelor's degree in Business, Tech, or related field

Tools

CRM systems

Job description

About Dropzone AI

Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market.
Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at www.dropzone.ai.

Dropzone AI is looking for a driven, partner-focused Channel Manager to expand and strengthen our channel ecosystem. In this role, you will recruit, develop, and manage strategic relationships with resellers, solution providers, distributors, and other channel partners that accelerate our growth and extend our market reach.

You will be responsible for developing joint business plans, enabling partners to successfully position Dropzone AI, and generating qualified pipeline through coordinated sales and marketing activities. The ideal candidate combines strong relationship-building skills with a results-oriented approach and understands how to turn partner relationships into repeatable revenue.

This is a highly collaborative role that will work closely with our Sales, Marketing, Sales Engineering, Customer Success, and Product teams.

This role will be supporting the following states and should be located in one of them: MN, MO, IL, WI, MI, OH, PA, NY, NJ

What you'll do

• Recruit, onboard, and develop high-value channel partners aligned with Dropzone AI’s growth strategy
• Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders
• Develop joint business plans that establish clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities
• Drive partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement
• Enable partner sales and technical teams to confidently position, demonstrate, and sell Dropzone AI
• Collaborate with direct sales teams to identify opportunities for partner involvement and develop coordinated account strategies
• Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing
• Maintain accurate partner, pipeline, and opportunity data within CRM and partner management systems
• Monitor partner performance against established goals and provide regular forecasts, reporting, and business reviews
• Gather feedback from partners and the market to help inform sales, marketing, and product strategies
• Represent Dropzone AI at partner meetings, industry conferences, enablement sessions, and customer events
• Help refine channel programs, incentives, processes, and resources as the partner organization scales

Requirements

• 5+ years of experience in cybersecurity channel sales or enterprise technology sales, preferably around security operations
• A demonstrated track record of building productive partner relationships and generating channel-driven revenue
• Deep relationships with all regional & national cybersecurity VARs & LARs in the North Central & Northeastern US territory
• Experience working with value-added resellers, solution providers, distributors, managed service providers, or technology partners
• Strong understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning
• Ability to develop relationships and influence stakeholders at both executive and field levels
• Excellent communication, presentation, negotiation, and relationship-management skills
• Strong business judgment and the ability to prioritize partners and opportunities based on their strategic and revenue potential
• Experience collaborating with sales, marketing, technical, and customer-facing teams
• Comfort operating in a fast-paced, high-growth environment with evolving priorities
• Ability to travel as needed for partner meetings, enablement sessions, and industry events--expect 50+%
• Early-stage startup mindset. You thrive on ambiguity and move with lightspeed execution
• Being data-driven is part of your DNA.

Nice to Have

• Experience helping build or scale an early-stage channel program
• Experience with CRM and partner relationship management platforms

Work Environment/Travel

We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.

Compensation

In the spirit of pay transparency, we are excited to share the base salary range below, exclusive of fringe benefits or potential bonuses. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition, all compensation packages include significant above market new hire equity grants because we believe in rewarding long term value creation. If you are hired at Dropzone your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience. In addition to those factors, we believe in the importance of pay equity and consider internal equity of our current team members as a part of any final offer. Please keep in mind that hiring at the maximum of the range would not be typical to allow for future and continued salary growth. We also offer a generous benefits package, including company paid health insurance, 401K Plan with employer match, Self-Managed PTO, parental leave, and more.

The base pay range for this role is: $120,000 — $160,000 USD

The variable pay for this role is: $80,000 — $100,000 USD