Senior Channel Marketing Manager

DESCRIPTION

About the role:

We are seeking a high-impact Senior Channel Marketing Manager to lead and scale our partner marketing efforts across.

This role sits at the intersection of marketing, sales, and partnerships, with direct responsibility for driving partner-sourced and partner-influenced pipeline and revenue growth. You will act as the primary marketing leader for our partner ecosystem (resellers, distributors, MSPs, OEMs)—owning strategy, execution, and performance.

You will build and scale repeatable, data-driven partner programs that accelerate demand generation, strengthen partner engagement, and deliver measurable business outcomes.

What You’ll Do:

Channel Strategy & Revenue Ownership

• Own the channel marketing strategy, aligned to regional revenue targets
• Drive pipeline growth and revenue contribution through partner-sourced and partner-influenced programs
• Define partner segmentation and tiering strategy to prioritize investment and engagement

Partner Programs & Demand Generation

• Design and execute scalable through-partner demand generation programs (digital, email, social, webinars, field events)
• Build and deploy “marketing-in-a-box” solutions to enable partners to independently generate demand
• Develop and manage co-marketing initiatives leveraging MDF and joint investments

Enablement & Content Development

• Create high-impact co-branded sales and marketing assets, including:
• Pitch decks, solution briefs, and data sheets
• Case studies and customer stories
• Competitive battlecards
• Translate technical capabilities into clear, compelling value propositions for partner-led selling

Partner Engagement & Lifecycle Management

• Serve as the primary marketing point of contact for key partners
• Lead marketing business reviews (MBRs/QBRs) to align on pipeline goals and performance
• Own the partner marketing lifecycle (onboarding, activation, growth, expansion)

Sales Alignment & Field Collaboration

• Partner closely with regional sales leaders and partner account teams on:
• Joint account and territory planning
• Pipeline acceleration initiatives
• Align marketing programs to sales priorities and partner GTM motions

Events & Partner Activation

• Lead execution of joint events, trade shows, and partner activations to drive engagement and pipeline
• Develop incentive programs to increase partner adoption and sales velocity

Performance, Analytics & Budget Management

• Own and optimize channel marketing budget and MDF investments
• Track and report on pipeline contribution, ROI, and partner performance metrics
• Build data-driven insights to continuously optimize programs and scale best practices

Market Insight & Cross-Functional Leadership

• Incorporate market trends and competitive insights into partner messaging and campaigns
• Act as the voice of the partner ecosystem internally, influencing GTM, product, and marketing decisions

REQUIREMENTS

• 6–10+ years of experience in channel or partner marketing in B2B environments (required)
• Proven success driving measurable pipeline and revenue through partner ecosystems (required)
• Experience working with resellers, distributors, MSPs, OEMs, or alliances (required)
• Strong collaboration with Sales, Product, and Marketing teams (required)
• Experience managing budgets and marketing performance metrics (required)
• Proficiency in CRM and marketing automation tools (e.g., Salesforce, HubSpot) (required)
• Background in SaaS, telecom, IoT, or enterprise technology (preferred)
• Experience with PRM platforms and partner ecosystems at scale (preferred)
• Strong ability to translate technical solutions into business value messaging (preferred)