Senior Channel Manager

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