We are seeking an experienced Channel Development Manager with proven MDM/UEM sales experience to build and expand our partner ecosystem through the acquisition of new MSPs, VARs, resellers, and technology partners within an assigned territory.
This is a true net-new channel hunting and development role. You will identify high-potential MSPs and VARs, recruit and sign new partners, enable them, and develop them into significant revenue contributors. The ideal candidate will have an established MSP/VAR network, a strong hunter mentality, and experience building channel business from the ground up.
If you know which local and regional partners have the potential to scale and know how to turn those relationships into revenue, this role is a strong fit.
What You Will Do
- Hunt & Recruit: Identify, engage, recruit, and onboard high-potential local and regional MSPs, VARs, resellers, and technology partners within your territory.
- Leverage Your Network: Use your existing channel relationships and industry network to introduce and bring qualified partners into the company’s partner ecosystem.
- Build the Channel: Develop a strong new partner ecosystem from the ground up, focusing on partners with the potential to expand into larger or national opportunities.
- Activate & Scale: Take newly recruited partners from onboarding and enablement through pipeline generation and revenue production.
- Own Your Market: Build and execute a territory-specific channel acquisition strategy and maintain a healthy pipeline of prospective partners.
- Enable & Energize: Train and enable partners on UEM solutions, competitive positioning, sales messaging, and go-to-market strategies.
- Drive Demand: Create pipeline through joint campaigns, events, webinars, and co-selling initiatives.
- Build Relationships: Develop strong relationships with partner owners, executives, sales leaders, and technical teams.
- Drive Revenue: Work closely with partners to identify opportunities, support sales cycles, and grow partner-generated revenue.
- Be Where It Happens: Travel locally and regionally to recruit partners, build relationships, support opportunities, close business, and represent the company at industry events.
What We're Looking For
- MDM/UEM sales experience is mandatory.
- Proven experience in channel sales, new partner acquisition, and channel development.
- Strong hunter mentality with a track record of recruiting and activating new MSP/VAR partners.
- An established network of MSPs, VARs, resellers, or technology partners within the assigned region.
- Experience selling UEM solutions through MSP, VAR, reseller, or channel partner ecosystems.
- Ability to identify partners with regional potential and develop them into significant revenue contributors.
- Strong understanding of partner-led sales, channel programs, co-selling, enablement, and pipeline development.
- Proven track record of achieving and exceeding sales targets.
- Excellent communication, presentation, negotiation, and relationship-building skills with both executive and technical audiences.
- Ability to work independently and take ownership of a territory and partner acquisition strategy.
- Willingness to travel locally and regionally.
Technical & Market Knowledge
- Strong understanding of MDM (Mobile Device Management) and UEM (Unified Endpoint Management) solutions and the UEM competitive landscape.
- Knowledge of related technologies such as IAM, endpoint security, mobility, and SaaS.
- Working knowledge of Windows, macOS, iOS, Android, Linux, and rugged operating systems.
- Ability to understand and communicate technical solutions and competitive positioning to both business and technical audiences.
Preferred Experience
- Existing relationships with established MSPs, VARs, resellers, and technology partners.
- Experience building a channel network in a new or underdeveloped territory.
- Demonstrated ability to take partners from initial engagement through onboarding, activation, pipeline generation, and significant revenue growth.
- Experience leveraging existing channel relationships to introduce and bring new partners into an organization.
- Experience working with both business executives and technical stakeholders.
- Entrepreneurial, self-driven, and comfortable operating with significant ownership of a territory and revenue target.
Success in This Role
Success will be measured by your ability to identify, recruit, onboard, activate, and grow new channel partners. The focus is on creating a strong pipeline of new partners and turning those relationships into measurable partner-generated revenue.