Channel Development Manager

About Blumira and Our Culture

By making detection and response rapid, simple, and affordable, we can help organizations of all sizes - especially small and medium-sized businesses - which have been neglected, priced-out, or, simply—failed—by existing solutions. In helping them and the partners who serve them, we help their customers, and, overall, make the Internet a safer place. We have a platform, a vision, and a team that can turn the tide. To realize our vision, we're looking for inquisitive and driven teammates, like you! Be part of a friendly and supportive team that embraces who you are and offers you the opportunity to help build and scale the best in class partner program and to learn and grow with experienced SaaS security leaders. You will have the ability to make a big impact in the initial build of Blumira’s channel organization and take Blumira to the next level! 

About the Opportunity

This role will be focused on growing Blumira revenue through multiple partner types like resellers, referral partners, incident response partners, security auditors, pen testers, cyber insurance providers, and security influencers, (everything other than Managed Service Providers). This person will play multiple parts in recruiting, selling to and through, working with, enabling, and supporting partners. The role will be responsible for working with the Blumira Account Executives to pull resellers in through existing deal cycles using a ‘land-and-expand’ motion. 

The Channel Development Manager, with guidance from the Director of Partner Strategy, will be responsible for building and executing a business plan to achieve annual revenue targets. They will help build, grow, and support the Blumira sales organization by signing, onboarding, and enabling or influencing partners to recommend, refer, or resell Blumira. Previous security channel experience is a big plus. We are looking for people who are passionate, driven, have a willingness to try new things, enjoy working independently, have empathy towards others, and can figure things out in a fast-paced environment. 

Role Expectations 

• Lead the development of a 2024 business plan and GTM strategy outlining how partner target revenues will be achieved
• Identify, recruit, and enable new partners focused on SMBs, to grow the channel revenue at Blumira
• Assess the relationships with current partners and recommend growth paths
• Work with the territory account executives to pull new partners through existing deal cycles
• Provide guidance and training to AEs on working with channel partners
• Develop processes for partner acquisition, onboarding, enablement, deal registration, MDF, and opportunity tracking
• Strategically engage with active partners to position Blumira with their customer base
• Work with sales and marketing to deliver channel-centric events, programs and campaigns that create awareness and interest among partners’ customers
• Work in close partnership with Sales Operations to effectively track opportunities and revenue impact of our partners
• Recruit new partners 
• Lead product demonstrations virtually and in-person if needed
• Respond to partner and program-specific questions and objections and remove roadblocks to partnering 
• Educating partners on product implementation, usage, pricing, and support

About You

• Partner-facing experience including with national resellers like CDW, TDSynnex, Ingram Micro, Microage, and/or Pax8
• Previous experience in at least three of the following areas: Channel Development, Channel Sales, Channel Distribution, Security SaaS Sales, Partner Programs, Partner Enablement, Partner Support
• Problem solver who creatively overcomes challenges
• Enjoys building and thrives as a self-starter
• Product demonstration experience
• Excellent verbal and written communication skills
• Growth mindset
• Can quickly identify and solve business challenges related to software delivery
• Empathy and positive attitude working with a high volume of people/partners

Bonus

• Channel experience in SMB SaaS
• Cyber Insurance Experience
• Incident Response Sales Experience
• Start-up experience
• SIEM/EDR/XDR/Detection & Response platform experience

Perks and Benefits: 

• Competitive compensation and stock equity plan
• Unlimited PTO
• A flexible work environment that supports working from home with a monthly stipend
• Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program

Salary: $260-280K OTE

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

Blumira is an inclusive employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition or any protected category prohibited by local, state or federal laws.