Manager, Channel Development – MSP

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

👔 Manager

👻 Ghost score 12%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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IRONSCALES

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2014

🔒 Cybersecurity

🤖 Artificial Intelligence

☁️ SaaS

Cybersecurity • Artificial Intelligence • SaaS

IRONSCALES is a leading provider of email security solutions designed to protect organizations from various cyber threats such as phishing, business email compromise, and social engineering. Their AI-powered platform automates threat detection and remediation, significantly reducing the time and effort needed to maintain email security. With over 15,000 customers, including enterprises and managed service providers, IRONSCALES focuses on advancing cybersecurity awareness through simulations and training, empowering teams to recognize and respond to email attacks more effectively.

📋 Description

• Lead and scale a global team of Channel Development Managers responsible for recruiting net new MSP partners • Build, coach, and manage territory-aligned Channel Development Managers • Own collective net new logo acquisition and new business topline growth targets and KPIs • Hire, onboard, coach, and performance-manage team members • Build scalable recruiting and ramp plans across regions and territories • Establish pipeline discipline, forecast accuracy, and activity-based sales culture • Run 1:1s, pipeline reviews, call/deal coaching, and role-play sessions • Develop career paths and succession plans for high performers and performance-manage poor performers • Manage quota for net new MSP partner recruitment through direct and distribution channels • Set territory assignments, quota allocation, and top-of-funnel targets aligned with the MSP Ideal Partner Profile • Balance inbound leads and self-sourced outbound prospecting • Drive pipeline hygiene, conversion rates, and sales velocity through signed partner agreement • Identify upsell and expansion signals and ensure context transfer to Partner Success • Partner with Marketing on sales and technical collateral, campaigns, and MDF/co-marketing support • Coordinate with Partner Success Managers on disciplined handoffs of newly signed MSPs • Work with Sales Engineering on demos and technical objection handling • Collaborate with RevOps on forecasting, Salesforce/CRM hygiene, and reporting • Represent the Channel Development Manager organization in MSP Global Business Unit leadership discussions • Deliver weekly, monthly, and quarterly reporting on team performance, pipeline, conversion, and revenue • Lead or contribute to MSP Momentum meetings and skill-building cadence rituals • Escalate territory, competitive, and ramp risks with data-backed recommendations

🎯 Requirements

• 5+ years of channel development, business development, or partner recruitment experience with a cybersecurity vendor, MSP, VAR, or DMR, including direct quota-carrying experience • 2+ years of experience directly managing a quota-carrying sales or channel development team, ideally in a fast-growing SaaS or cybersecurity environment • Proven track record of personally exceeding recruitment/revenue targets and leading a team to exceed collective targets • Experience scaling a team quickly through hiring, onboarding, and ramping while maintaining performance standards and culture • Entrepreneurial mindset, creativity, high energy, and comfort operating in ambiguity as the team and program scale • Strong coaching skills, including diagnosing rep-level gaps in discovery, objection handling, and closing • Rigorous approach to forecast accuracy, pipeline hygiene, and CRM discipline using Salesforce • Excellent executive communication skills and comfort presenting team performance and strategy to senior leadership • Proven ability to manage multiple regions/territories and priorities simultaneously with strong attention to detail • Bold, decisive approach and willingness to make difficult people, territory, or process decisions

🏖️ Benefits

• 401(k) with match • PTO program • HSA & PPO options for health insurance • Employer-provided life insurance • Wellness benefits • Competitive salaries • Ability to travel flexibly, ranging from 25–50% depending on time of year and events scheduled (including team ride-alongs and regional events)