Channel Field Marketing Manager

📋 Description

• • Build and scale co-marketing programs with Horizon3.ai’s channel ecosystem (VARs, resellers, alliance partners, distributors) across the Americas to drive partner-sourced and partner-influenced pipeline.
• • Own the end-to-end execution of joint field programs including co-hosted events, partner-led roundtables, joint conference activations, roadshows, and CISO-focused experiences.
• • Design channel field marketing strategies focused on generating net-new pipeline and accelerating deals already in motion, prioritizing regions and partners with the highest pipeline potential over partner requests alone.
• • Develop and maintain a channel marketing calendar aligned to partner priorities, regional sales plays, and company-wide campaign themes to ensure integration with broader demand generation efforts.
• • Manage Marketing Development Fund (MDF) programs end to end: planning, partner alignment, budget tracking, execution oversight, and pipeline attribution reporting, treating MDF as an investment with required ROI rather than a benefit to be distributed.
• • Enforce pipeline ROI standards as a mandatory gate for all channel field marketing investments—each program must include a pipeline hypothesis and measurable outcome.
• • Collaborate cross-functionally with channel sales, direct field marketing, demand generation, digital marketing, ABM, and product marketing teams to coordinate event strategy and execution.
• • Track, measure, and report on pipeline contribution and marketing attribution for all channel programs, ensuring transparency and accountability in performance.
• • Leverage Salesforce to track pipeline, attribute partner-driven opportunities, and report on co-marketing program performance.
• • Travel up to 40% to support partner field programs, key industry events, channel sales alignment, and internal offsites, with all travel expenses requiring manager approval.
• • Work within the cybersecurity, DevSecOps, or adjacent B2B technology market to understand partner motivations, sales cycles, and buyer personas.
• • Ensure all channel marketing initiatives align with federal or public sector channel dynamics, including distribution partners like Carahsoft and compliance frameworks such as FedRAMP and CMMC.
• • Utilize intent data and ABM tools (e.g., Zoominfo, Reachdesk) to enhance partner-led account coverage and targeting.
• • Configure and manage co-marketing campaigns using Pardot, Marketo, or HubSpot for campaign setup, lead routing, and attribution.
• • Balance multiple partner relationships, program timelines, and regional priorities without compromising accountability or momentum.
• • Contribute to a culture of respect, collaboration, ownership, and results while operating in a fully remote environment with hybrid work flexibility.