Senior Channel Manager

We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others. Job Summary As a Senior Channel Manager you will be responsible for building out and supporting our ecosystem of partners spanning system integrators (SIs), consultants, value added resellers (VARs), managed security services providers (MSSPs) and strategic alliances. You will lead the recruitment and enablement of these partners and work closely with them and the associated account teams to drive end user adoption of Bugcrowd’s products and services. Responsibilities • This role ties to an individual territory with expectations to identify, recruit, and enable system integrators, consultancy, VARs, and MSSPs who service our mutual customers and prospects. • Develop and execute GTM partner plans that drive quantifiable results (sell with/sell through/sell through partner enablement, incentives, events, and joint product and services offerings. • Partner with Account Teams + Sales Engineering to communicate Bugcrowd’s value to our prospective and signed partners to become a valued and strategic cyber security partner. • Work with sales management and other internal resources (Professional Services, Product, Sales Engineering, Customer Success) to define the specific engagement for partners and mutual prospects. Negotiate and sign partners to drive Bugcrowd product + service adoption and partner differentiation and profitability. Education, Experience, Knowledge, Skills, and Abilities • 3-5 years in sales or channel sales and preferably prior experience selling • Ability to describe complex topics in a clear, concise manner and can effectively present and position product + service offerings to partners and prospects (C suite, practice leads, engineers and `industry thought leaders) • Prior experience working in early stage channel growth • Excellent written, verbal, visual communication skills and strong work ethic • Ability to travel. (25%-50%) Preferred Experience • Supporting cyber security products preferred • Previous experience and relationships with security VARs preferred • Experience working in public sector is a bonus • AWS Marketplace experience is a bonus Working Conditions and Physical Requirements • The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation. • Sitting and / or standing - Must be able to remain in a stationary position 50% of the time • Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day. • Environment - remote, work-from-home 100% of the time. Pay Range Disclosure At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent. The provided salary details are based on US national averages and we retain the flexibility to tailor to the needs of the business. The national estimate for the current base range for the position is: $116,800. - $160,600. This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance. Culture • At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work. • We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well. • Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point. At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences…