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SilverSky · 3 weeks ago

Regional Channel Manager

Dallas, Texas

Full-time

Onsite

Entry, Mid Level

1+ years exp

SilverSky is a global cyber security company dedicated to protecting the digital world. They are seeking a Regional Channel Manager to drive revenue growth through channel partners, manage relationships, and oversee the full lifecycle of partnerships, from onboarding to deal closure.

Cyber SecurityInformation TechnologyNetwork SecuritySecuritySoftware

No H1B

Responsibilities

Manage a portfolio of approximately 10-20 strategic national partners (e.g., UPSTACK, Bluewave, ATC) with clear revenue and engagement goals

Serve as the primary point of contact for all partner activities, sales, marketing, and operational coordination

Maintain detailed partner account plans, updated quarterly, and presented during QBRs

Track partner pipeline, performance, and engagement directly within Salesforce, ensuring accuracy and visibility for leadership

Carry a defined revenue quota tied to partner-attributed bookings

Work all assigned opportunities from creation to closure, acting as the lead seller responsible for scoping, pricing, and negotiating deals

Develop proposals, manage pipeline progression, and ensure timely follow-up throughout the sales cycle

Maintain Salesforce hygiene, accurate forecasting, and comprehensive opportunity notes

Coordinate with the VP of Channel Sales and senior leadership on special pricing or nonstandard terms

Ensure deal registrations are properly submitted, validated, and aligned with opportunity data in Salesforce

Collaborate with Channel Managers when opportunities overlap by geography or require regional execution support

Lead partner onboarding activities with support from Channel Sales Specialists

Conduct regular partner enablement sessions, training, and alignment meetings to increase partner selling capability

Execute a structured engagement cadence including weekly tactical calls, monthly enablement check-ins, and quarterly business reviews

Develop and implement partner-specific marketing strategies leveraging internal marketing resources and MDF funds (with VP approval)

Track and manage partner maturity through lifecycle stages (onboarding → active → strategic → elite) in Salesforce

Report monthly to the VP of Channel Sales with updates on revenue performance, partner engagement, and active opportunities

Collaborate with Sales Engineering, Marketing, and Operations teams to advance opportunities and support partner initiatives

Involve the VP of Channel Sales for executive-level relationship management and quarterly alignment with partner leadership

Own the go-to-market strategy for each partner, including campaigns, events, and joint promotions

Represent SilverSky at national and regional events to strengthen brand visibility and build deeper relationships

Propose MDF utilization plans and collaborate with marketing on execution

Support partners in building their own internal SilverSky playbooks, bundled offerings, and sales positioning strategies

Monitor and report partner KPIs (revenue, pipeline velocity, enablement, and engagement) directly from Salesforce

Identify underperforming partners and develop recovery or re-engagement plans

Nominate top-performing partners for recognition programs (e.g., Top Partner Club, awards)

Present quarterly partner performance insights during internal and partner-facing QBRs

Manage both seller-level and mid-management relationships with assigned partners, ensuring consistent communication and alignment

Escalate and collaborate with the VP of Channel Sales for executive-level discussions and escalations

Serve as the primary liaison for issue resolution, coordinating internally across Support, Operations, and Customer Success to address partner concerns quickly

Operate primarily within Salesforce as the central system of record for all partner, opportunity, and performance data

Use partner portals (once enabled) for deal registration, activity tracking, and content management

Maintain all partner documentation, QBR decks, and lifecycle scorecards in Salesforce

Actively contribute to team collaboration and knowledge sharing across Channel Sales

Participate in quarterly internal strategy sessions with leadership to align national partner initiatives and share best practices

Represent SilverSky’s values, professionalism, and commitment to partner success in all engagements

Qualification

Channel sales experienceSalesforce proficiencyCybersecurity terminologyMicrosoft OfficeSocial Media experienceAgilityInnovative thinkingAccountabilityTeam collaborationCustomer focus