General Manager – Workload

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🕒 June 18

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Climb Channel Solutions NA

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 1982

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

Climb Channel Solutions NA is an IT distribution company focused on providing leading and innovative technology solutions. They support technology resellers by offering expertise in areas such as virtualization, cloud, data management, and cybersecurity, thereby enhancing their partners' success. Climb is dedicated to transforming IT distribution with exceptional service and an extensive vendor marketplace to facilitate business growth for its partners across various sectors, including public and private markets.

📋 Description

• Own the commercial performance of the Workload portfolio, including ARR growth, gross and net revenue retention (GRR/NRR), expansion, and progress against long-term growth targets • Maintain a clear, dated growth plan and the Workload P&L, partnering with Finance on margin and investment and with Sales and Revenue Operations on pipeline health, forecast accuracy, and competitive performance • Drive multi-product portfolio and cross-sell across accounts, and provide executive-level visibility into business performance, risks, tradeoffs, and decisions required to meet commitments • Own the three-quarter rolling roadmap and set the strategic direction for Workload solutions across machine identity, secrets management, non-human identity, and service-account and CI/CD security • Translate developer, platform-engineering, DevSecOps, and CISO demand signals into prioritized use cases, business cases, and investment recommendations, ranked by revenue impact, competitive differentiation, and feasibility • Partner with Engineering and Platform Product leaders on shared capabilities such as policy, MFA, and analytics, ensuring every roadmap decision supports scalable growth through adoption, expansion, attach, or simplification • Own the Workload market narrative and competitive positioning, with a clear, differentiated point of view for developers, platform engineers, DevSecOps teams, and the CISOs who sponsor them, against alternatives competitors • Partner with Marketing and Product Marketing on messaging, proof points, and launch plans, and with Sales on repeatable plays, demo flows, and executive deal support • Support strategic customer engagements such as QBRs, advisory boards, lighthouse accounts, and major enterprise opportunities, and partner with Services and Customer Success to package offerings that improve time-to-value and expansion • Lead and develop a team of product and product marketing leaders, and serve as the central business owner for Workload across Product, Sales, Marketing, Customer Success, Engineering, Finance, and Strategy • Influence without direct authority across a complex matrixed organization, ensuring clear ownership, decision rights, fast decision-making, and disciplined execution • Represent the Workload business in executive planning, commercial reviews, and quarterly business reviews, creating alignment on priorities, success metrics, customer commitments, and tradeoffs

🎯 Requirements

• 10+ years in product, GM, commercial leadership, or related roles in enterprise SaaS, cybersecurity, identity, or infrastructure software • 3+ years as VP, GM, or equivalent with accountability for business outcomes, product strategy, or revenue performance • Deep understanding of enterprise developer, platform-engineering, and DevSecOps buyers, as well as the CISOs, Heads of Security, and identity leaders who sponsor them • Experience with secrets management, machine identity, non-human identity, cloud workload security, PAM, IAM, zero trust, or adjacent cybersecurity domains • Demonstrated ability to translate customer needs and market signals into strategy, roadmap priorities, and commercial execution • Strong commercial orientation: ARR growth, pipeline management, pricing and packaging, retention, expansion, and business planning • Proven ability to influence senior cross-functional leaders across Sales, Marketing, CS, Engineering, Finance, and Operations • Executive presence with the ability to engage customers, partners, analysts, field teams, and internal executives • Strong communication skills: simplify complex technical and commercial topics into clear decisions and narratives

🏖️ Benefits

• competitive salaries • meaningful bonus program • excellent benefits, including healthcare insurance • pension/retirement matching • comprehensive life insurance • employee assistance program • time off plans • paid company holidays