Channel Manager, VAR Partnerships

About the Role

We're hiring a Channel Manager to build and run our Value-Added Reseller (VAR) partner program from the ground up. You'll be the primary point of contact for our reseller and channel partner ecosystem, recruiting new VARs, enabling existing ones to sell Aegis effectively, and driving co-sourced pipeline and revenue through the channel. This is a highly cross-functional, relationship-driven role for someone who wants to own a strategic growth motion rather than execute against someone else's playbook.

What You'll Do

• Recruit, onboard, and activate new VAR and reseller partners across our target markets, building a partner pipeline from scratch and prioritizing based on fit, reach, and revenue potential.
• Own and grow relationships with existing channel partners, acting as their primary advocate inside Aegis and their trusted advisor on how to position and sell our platform.
• Build partner enablement programs, including training, certification, sales collateral, and technical resources, so partners can confidently sell and support Aegis independently.
• Develop and manage partner business plans and joint go-to-market strategies, including co-marketing campaigns and lead-generation initiatives with key VARs.
• Drive and track partner-sourced and partner-influenced pipeline in collaboration with sales, working closely with Account Executives to support deal registration, pricing, and deal desk processes.
• Establish the operational foundation for the channel program: partner tiering, incentive structures, deal registration workflows, and performance scorecards.
• Represent Aegis at channel and industry events, partner conferences, and QBRs to strengthen relationships and identify new partnership opportunities.
• Report on channel program performance to sales and executive leadership, using data to refine partner strategy and investment over time.
• Serve as the internal voice of the channel, working cross-functionally with sales, marketing, product, and legal to remove friction for partners and improve the partner experience.

What We're Looking for

• 4+ years of experience in channel sales, partnerships, or alliance management, ideally in cybersecurity, SaaS, or another technical B2B software category.
• A track record of recruiting and growing VAR, MSP, or reseller relationships from an early stage, not just managing an established partner base.
• Strong relationship-builder who can earn trust with partner principals, sales reps, and technical teams alike.
• Comfortable operating with ambiguity: this program is being built, not inherited, so you'll need to create process, not just follow it.
• Solid grasp of channel economics: deal registration, margin/discount structures, MDF, and partner incentive design.
• Excellent communicator and presenter, equally effective in a boardroom pitch and a technical enablement session.
• Self-starter who can manage a travel-inclusive schedule and work effectively as a remote employee.
• Familiarity with email security, cybersecurity, or adjacent IT infrastructure categories is a strong plus.
• Willingness to travel regularly for partner visits, events, and conferences (~25-40%).