Strategic Channel Manager

About this role

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We’ve amassed some of the best and brightest minds in cyber security who are passionate about protecting the digital world. Our team blends advanced technology alongside deep expertise to tackle the toughest cyber threats out there. Put simply, our mission is to stay ahead of the curve and create a safer digital landscape for our partners, and we think adding a Strategic Channel Manager will up our cyber game.

The Strategic Channel Manager (SCM) is a quota-carrying member of the Channel Sales organization responsible for identifying, onboarding, managing relationships, and ultimately driving revenue growth with SilverSky’s most strategic national partners. This role combines partner development with full-cycle sales execution, ensuring that opportunities sourced through assigned partners are actively managed, worked, and closed.

Reporting to the VP of Channel Sales, the SCM supports 10 to 20 strategic partners in an assigned geographic territory and carries a revenue quota aligned to partner-attributed bookings. The successful candidate will oversee the full lifecycle of each partnership, from onboarding and enablement to opportunity generation and deal closure. The SCM is directly responsible for scoping, pricing, managing the sales-cycle, and ultimately closing all opportunities they manage. Candidate will also bear responsibility for Salesforce forecasting accuracy and executing partner-specific marketing and enablement strategies in collaboration with internal teams. Acting as both strategist and seller, the candidate will engage resources from Sales Engineering, Marketing, Product, and Operations to drive successful outcomes and ensure high partner satisfaction.

While territory for this position will serve as a guide, Strategic Channel assignment may overlap territory at times, based on relationships or geographical synergy with key stakeholders.

What you’ll be doing.

• Partner Ownership

• 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.

• Sales Execution (Full-Cycle Ownership)

• 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.

• Partner Development & Enablement

• 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.

• Cross-Functional Collaboration

• 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.

• Marketing & Growth Strategy

• 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.

• Partner Performance & Reporting

• 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.

• Relationship & Issue Management

• 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.

• Tools & Systems

• 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.

• Team Cult

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