Channel Business Manager Core Responsibilities (What You Will Do)

This role is focused on driving revenue and market acceleration through strategic channel partners. You will own the full partner lifecycle in your region by:

• Driving Go-to-Market (GTM) Success:

  • Develop and execute joint go-to-market strategies with key partners to maximize synergy and market adoption.

  • Collaborate closely with the Veza Field Sales team to ensure partner engagement and maximize overall GTM success.

  • Drive partner-sourced and partner-influenced pipeline growth and manage the full deal registration and opportunity management process.

  • Support partners in complex sales cycles, technical discussions, and competitive scenarios.

• Building Partner Capability & Mindshare:

  • Serve as the primary liaison for partners, focusing on developing strong working relationships and mindshare across all levels.

  • Develop and maintain strategic business plans for each partner to guide mutual growth and measurable outcomes.

  • Execute enablement programs by conducting Events, Seminars, and Sales Workshops to ensure sales and technical readiness.

  • Align with the Partner Engineering team to ensure technical awareness, education, and updates via a formal Enablement Plan.

Required Professional Experience (What You Have)

The successful candidate must have a clear track record of accelerating sales through indirect channels.

• Channel Sales Success:

  • 7+ years of security industry experience with a majority in channel management, utilizing partners and alliances to amplify market presence and drive adoption.

  • A measurable and substantiated track record in new business development and over-achieving sales targets.

  • Proven success in growing partner revenue, pipeline development, and increasing deal registration volume and conversion rates.

  • Previous experience in crafting, onboarding, and developing complex partnerships and joint business plans.

  • Experience in early-stage, high-growth companies and the ability to adapt quickly to changing environments.

  • Ability to travel approximately 50% for partner meetings, events, and field alignment.

• Security & Business Acumen:

  • Deep understanding of security or Identity and Access Management (IAM) solutions and the identity security landscape (e.g., identity governance, privileged access management, authentication, cloud security, and zero trust architectures).

  • Strong understanding of partner business models and channel economics.

  • Proficiency in Financial Modeling Skills for business case development and return on investment analysis.

Required Skills & Abilities (What You Can Do)

• Strategic thinking and business planning capabilities.

• Excellent relationship management and negotiation abilities.

• Outstanding written and verbal communication skills.

• Strong project management and organizational expertise.

Preferred Qualifications

• Existing relationships with channel stakeholders and decision-makers tied to IAM/PAM/IGA within the region.

• Experience working directly with GuidePoint Security and/or Defy Security.