Channel Manager

The Company: Mend is passionate about safeguarding the applications that power our digital world. We are a fast-growing company with a vision for building next-level application security that developers and security teams both love to use. We have offices in Boston and Tel-Aviv as well as a global workforce of remote workers.

Our culture is open, inclusive, and engaging, and we work hard to foster a company where everyone feels valued. Mend is a company that lives by its values:

• We are passionate about excellence
• We see the world from the customer perspective
• We are better together

We are seeking an experienced and results-driven Channel Sales Manager to join our channel and alliances team. The Channel Sales Director will be responsible for recruiting, enabling, developing, and managing relationships with new and existing channel partners, building indirect sales pipeline, driving sales through the channel, and achieving revenue targets. The ideal candidate should have a proven track record in channel sales, excellent communication skills, a strategic mindset, and familiarity with the cybersecurity software sector.

Location: United States (Home Office)

Responsibilities:

Channel Partner Development:

• Identify, recruit, and onboard new channel partners to expand the company’s reach and market presence
• Nurture and develop relationships with existing channel partners to maximize revenue opportunities

Sales Strategy and Planning:

• Collaborate with cross-functional teams to develop and implement effective channel sales strategies aligned with overall business goals
• Analyze market trends and competitor activities to identify new opportunities and market gaps

Target Achievement:

• Set and achieve sales targets through effective channel management and partner engagement
• Monitor and report on sales performance, providing insights and recommendations for improvement

Training and Enablement:

• Provide training and support to channel partners on product knowledge, sales techniques, and effective marketing strategies
• Work closely with internal teams to ensure partners have the necessary resources for success

Contract Negotiation:

• Negotiate and finalize agreements with channel partners, ensuring mutually beneficial terms and conditions
• Review and update contracts as needed, addressing any changes in business objectives or market conditions

Market Intelligence:

• Stay informed about industry trends, competitor activities, and market conditions to make informed decisions and adjustments to the channel sales strategy

Collaboration and Communication:

• Foster strong collaboration with internal teams, including direct sales, marketing, product development, customer success
• Communicate regularly with channel partners to address concerns, provide updates, and ensure a positive and productive relationship

Requirements:

• Minimum of five years of channel sales experience in a similar role in high-tech
• Knowledge of cybersecurity solutions and/or DevSecOps solutions is a plus
• Experience working with various channel partner types (Distributor, VAR, SI, MSSP, Complementary Technology, etc.) and a successful track record achieving channel sales objectives
• Experienced in building, developing, and executing effective go-to-market plans with partners
• Strong verbal and written communication skills
• Enjoys understanding the nuances and details of how cybersecurity technology works
• Excellent organizational skills and multitasking capabilities; can quickly adapt to changes in a small, fast-paced environment
• Strong analytics and reporting capabilities with account planning experience
• Demonstrated ability to work effectively across dispersed teams
• Ability to manage multiple projects simultaneously and prioritize time working remotely with minimal supervision
• Working knowledge of CRM and sales automation tools
• Demonstrated initiative and creativity

The Benefits: Mend lives out its employee-centric culture by providing comprehensive benefits to its employees:

• Competitive compensation
• Affordable Health Insurances (8 plans to choose from), Dental and Vision
• Flexible and Generous PTO
• 401k with company match
• Equity
• Paid Parental Leave
• Monthly Work from Home Allowance
• One Time Home Office Set-up Stipend for Remote Roles
• Monthly team social events (locally and virtually)
• Collaborative and innovative environment
• Leadership that supports and encourages professional growth and development

Mend’s EEO Statement

Mend is an equal opportunity employer committed to encouraging and celebrating its diverse and inclusive workforce. We welcome all without regard to age, race, color, religion, gender identity and expression, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, citizenship, national origin, disability, military status, veteran status, political affiliation, or any other protected characteristics. All aspects of employment including hiring, training, advancement, and discipline will be solely based on merit and qualifications related to professional competence. Mend operates on a principle of mutual respect and acceptance, and every employee must follow Mend’s anti-harassment and anti-discrimination company policies.

Mend’s Diversity Commitment

At Mend, we believe bringing together diversity of experience and background creates a better place to work, a better product, and more opportunities to innovate. Mend is committed to doing its part to mend the equity gap, fostering a safe, inclusive environment to inspire and support employees to be their authentic selves and provide development opportunities for all.

#LI-Remote