Channel Manager [US]

Segura is a global Identity Security company getting into hyper-growth mode. We seek audacious individuals with an entrepreneurial spirit who want to be part of building a global Security organization that will be IPO-ready by 2029.
The Channel Account Manager acts as the bridge between Segura and its partner ecosystem, managing, enabling, and growing relationships with channel partners (resellers, distributors, etc.). The role is responsible for partner onboarding, enablement, co-marketing, pipeline development, revenue growth, and ensuring partners are effectively selling and deploying our products.

Key Responsibilities

• Recruit new partners to join our growing community

• Own and manage a portfolio of existing partners

• Onboard new partners: perform discovery, training, demo / portal walkthroughs

• Engage in regular communication with partner sales/marketing teams

• Develop and monitor joint marketing and go-to-market (GTM) plans with partners

• Support partners with lead generation, developing campaigns, content, and promotions

• Encourage partner registration of deals and ensure partner deal flow is active

• Help partners with sales strategy, product positioning, objection handling

• Monitor partner performance, identify risk or opportunity, and provide corrective plans

• Collaborate with internal teams: sales, marketing, product, customer success

• Input into product feedback — relay partner needs and market insights

• Maintain accurate records (pipeline, forecasts, contacts, communications) in CRM / PRM

• Hit revenue / growth / partner engagement targets

Required Qualifications & Skills

• Experience (typically 3-5+ years) in channel / partner sales

• Strong communication (verbal & written), negotiation, and relationship skills

• Ability to understand partner business models and align incentives

• Sales mindset: quota achievement, pipeline management, forecasting

• Familiarity with CRM systems (Salesforce preferred)

• Organizational skills: ability to juggle multiple partners, campaigns, and deliverables

• Hands-on execution combined with strategic mindset

• Ability to present demos, do trainings, and explain technical concepts (not necessarily deep engineer)

• Knowledge or interest in IT / cybersecurity / SaaS is a plus

Preferred / Desirable

• Previous experience in IT security, Identity, or SaaS channel sales

• Experience building co-marketing programs or partner enablement strategies

• Certifications or experience in channel management programs

• Experience with partner portals, PRM systems

• Experience across geographies or in cross-cultural partner relationships

KPIs / Metrics

• Partner-sourced revenue/deal registrations

• Partner pipeline growth

• Partner activation (how many partners actively selling)

• Partner satisfaction/retention

• Forecast accuracy/deal conversion

• Marketing & demand generated through partners

Working Conditions & Additional Info

• Often remote / hybrid, with regional responsibility

• Some travel likely (to meet partners, events, conferences)

• Budget responsibility for partner activities, events, and incentives

• Collaboration across worldwide or regional teams