Senior Channel Manager

About Dropzone AI

Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market. 

Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at www.dropzone.ai .

Dropzone AI is looking for a driven, partner-focused Channel Manager to expand and strengthen our channel ecosystem. In this role, you will recruit, develop, and manage strategic relationships with resellers, solution providers, distributors, and other channel partners that accelerate our growth and extend our market reach.

You will be responsible for developing joint business plans, enabling partners to successfully position Dropzone AI, and generating qualified pipeline through coordinated sales and marketing activities. The ideal candidate combines strong relationship-building skills with a results-oriented approach and understands how to turn partner relationships into repeatable revenue.

This is a highly collaborative role that will work closely with our Sales, Marketing, Sales Engineering, Customer Success, and Product teams.

This role will be supporting the following states and should be located in one of them: MN, MO, IL, WI, MI, OH, PA, NY, NJ

What you'll do

Recruit, onboard, and develop high-value channel partners aligned with Dropzone AI’s growth strategy

Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders

Develop joint business plans that establish clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities

Drive partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement

Enable partner sales and technical teams to confidently position, demonstrate, and sell Dropzone AI

Collaborate with direct sales teams to identify opportunities for partner involvement and develop coordinated account strategies

Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing

Maintain accurate partner, pipeline, and opportunity data within CRM and partner management systems

Monitor partner performance against established goals and provide regular forecasts, reporting, and business reviews

Gather feedback from partners and the market to help inform sales, marketing, and product strategies

Represent Dropzone AI at partner meetings, industry conferences, enablement sessions, and customer events

Help refine channel programs, incentives, processes, and resources as the partner organization scales

Requirements

5+ years of experience in cybersecurity channel sales or enterprise technology sales, preferably around security operations

A demonstrated track record of building productive partner relationships and generating channel-driven revenue

Deep relationships with all regional & national cybersecurity VARs & LARs in the North Central & Northeastern US territory

Experience working with value-added resellers, solution providers, distributors, managed service providers, or technology partners

Strong understanding of channel sales models, partner economics, deal registration, and joint go-to-market planning

Ability to develop relationships and influence stakeholders at both executive and field levels

Excellent communication, presentation, negotiation, and relationship-managem …