DescriptionWe are looking for a
Channel Manager, with a growth mindset, to expand, engage and execute Remedio's growing channel partner ecosystem.
Reporting directly to the VP of Channels, this role will focus on developing partner relationships, driving
partner-sourced pipeline, and supporting the execution of Remedio's channel go-to-market strategy.
This is a highly collaborative and hands-on role for someone who understands how to build trusted relationships with cybersecurity partners, activate partner teams, and turn partner engagement into measurable business outcomes.Joining Remedio means becoming part of a growing cybersecurity company at a pivotal stage, where you'll have the opportunity to:
• Help scale the company's partner-led go-to-market motion
• Work closely with Sales, Marketing, Product, Technical teams, and channel leadership
• Build relationships with cybersecurity resellers, distributors, and ecosystem partners
• Contribute directly to pipeline generation, revenue growth, and market expansion
• Play a key role in shaping repeatable partner engagement and operational processes
• We are looking for a relationship-driven channel professional who combines partner management experience, commercial discipline, and strong execution in a fast-moving startup environment.
Responsibilities• Develop and manage relationships with channel partners, including cybersecurity resellers, VARs, solution providers and systems integrators..
• Support the execution of Remedio's channel strategy, partner programs, and go-to-market initiatives.
• Recruit, onboard, enable, and activate partners to ensure they understand Remedio's value proposition, target customers, use cases, and proof-of-value process.
• Work closely with partner sales and technical teams to generate pipeline, identify qualified opportunities, and accelerate active deals.
• Coordinate joint account planning, partner campaigns, co-selling motions, and field engagement activities.
• Support deal registration, partner pipeline tracking, and alignment between partners and Remedio's sales organization.
• Track partner engagement, pipeline activity, win rates, and performance metrics.
• Collaborate cross-functionally with Sales, Marketing, Product, Sales Engineering, and Technical teams to support partner success.
• Participate in partner events, field activities, pipeline reviews, QBRs, and ecosystem development initiatives.
• Share partner and field feedback internally to improve messaging, enablement, partner experience, and go-to-market execution.
Requirements• 5+ years of channel sales, partner management, alliances, or indirect sales experience in cybersecurity software.
• Experience working with cybersecurity resellers, VARs, solution providers, or strategic partners.
• Strong understanding of channel sales motions, partner ecosystems, co-selling, account mapping, deal registration, and pipeline development.
• Experience supporting partner enablement, onboarding, training, and activation activities.
• Proven ability to build trusted partner relationships and contribute to measurable partner-sourced or partner-influenced pipeline.
• Cybersecurity industry experience, preferably in one or more of the following areas:
- Vulnerability Management
- Exposure Management
- Patch Management / Remediation
- Endpoint Security
- Security Operations
• Experience working in startup or high-growth technology environments.
• Strong organizational and communication skills, with the ability to manage multiple partner relationships and priorities simultaneously.
• Metrics-driven mindset with the ability to track, report, and improve partner performance and pipeline contribution.
• Comfortable working cross-functionally with internal sales, marketing, product, and technical stakeholders.
• Willingness to travel for partner meetings, customer meetings, events, and field activities as needed.
What Success Looks Like:In your first 12 months, you will:
• Successfully onboard and activate channel partners.
• Build strong working relationships across resellers in your territory.
• Contribute measurable partner-sourced and partner-influenced pipeline.
• Support the successful rollout and execution of Remedio's channel program.
• Help establish repeatable partner engagement, enablement, pipeline review, and operational processes.
• Become a trusted point of contact for both internal teams and external partners.
