Material Security
Channel Sales Manager
- Compensation
- From $200 / hr
- From job posting
- Location
- San Francisco, CA, US
- Arrangement
- Remote
- Employment type
- Full-time
- Level
- Manager
- Posted
- 24 July 2026 (about 2 months ago)
Checked about a month agoApplications go to the employer, never to RoleSprint
About this role
Material Security is looking for a Channel Sales Manager to build and scale our VAR and reseller partner ecosystem. You'll recruit new partners, deepen relationships with existing ones, and turn those relationships into net-new pipeline and faster-closing deals for our direct sales team. This is a build-from-the-ground-up role for someone who has done it before and wants ownership over a channel motion from day one.
RESPONSIBILITIES
- Recruit, onboard, and activate new VAR and channel reseller partners
- Deepen the relationship and bi-directional deal flow with existing partners
- Build and run a partner enablement program: training, deal registration, co-sell playbooks
- Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers
- Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities
- Own partner relationship health, QBRs, and joint business planning with top partners
- Track and report on partner-sourced pipeline and closed-won revenue
WHAT WE'RE LOOKING FOR
- 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
- A track record of accelerating sales cycles through channel partnerships, not just adding volume
- Experience designing partner enablement programs that partners actually use
- Comfort operating with ambiguity and building a channel motion largely from scratch
- Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing
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Material Security is a remote-first workplace with an office in San Francisco, California.
Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected compensation range for this position is $200-230,000 OTE.
By clicking "Apply for this Job", you acknowledge that you have read the California Candidate Privacy Notice Regarding Use of Personal Information https://material.security/ccpa and hereby agree to its terms.
Equal Opportunity Employer Statement
Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.
Eligible remote locations
- US
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About this listing
Published on Ashby under the board identifier Materialsecurity, which is the name the employer’s own job board carries. RoleSprint has not verified the company’s registered or trading name, so it is shown exactly as published rather than tidied up.
RoleSprint is not the employer and not a recruiter. Applications are made on the employer’s own site and never reach us; what RoleSprint does is help you decide whether a role is worth your time and prepare for it if it is.
Published 24 July 2026, last checked about a month ago. A posting stops being advertised here 90 days after the employer published it, and one the employer takes down is marked closed rather than quietly removed.