Founding Channel Manager (West)

📋 Description

• • Serve as Nightfall’s first Channel Account Manager for the Western region, responsible for building and scaling a partner ecosystem from the ground up.
• • Define and execute a comprehensive channel recruitment strategy targeting distributors, value-added resellers (VARs), and managed service providers across the West Coast.
• • Identify, evaluate, and onboard new channel partners aligned with Nightfall’s go-to-market strategy and target customer segments in cybersecurity and SaaS.
• • Onboard and enable partners through structured training programs, joint business planning, and co-sell enablement materials tailored to Nightfall’s AI-native DLP and insider risk platform.
• • Manage and grow a portfolio of high-performing reseller partners, ensuring consistent pipeline generation and revenue growth from indirect sales channels.
• • Drive partner-sourced and partner-influenced pipeline by collaborating directly with direct sales teams to align on territories, account assignments, and co-selling opportunities.
• • Partner with marketing and product teams to design and implement region-specific go-to-market campaigns that amplify partner reach and effectiveness.
• • Track and analyze partner performance metrics including pipeline contribution, deal velocity, win rates, and revenue attainment to optimize channel operations and scalability.
• • Establish repeatable processes for partner onboarding, enablement, and performance management to ensure consistency and efficiency as the channel expands.
• • Act as the primary liaison between Nightfall and channel partners, cultivating strong relationships with technical and business decision-makers at partner organizations.
• • Represent Nightfall at industry events, partner summits, and regional sales meetings to strengthen brand presence and foster strategic partnerships.
• • Travel extensively within the Western region to conduct partner meetings, joint client engagements, training sessions, and regional sales events.
• • Leverage deep knowledge of cybersecurity market dynamics, particularly around data loss prevention (DLP), cloud access security brokers (CASB), and insider risk management, to position Nightfall effectively within partner ecosystems.
• • Operate autonomously in a fast-paced, high-growth startup environment with minimal supervision, prioritizing agility and results over process overhead.
• • Contribute to shaping Nightfall’s long-term channel strategy by providing direct feedback from the field on partner needs, competitive dynamics, and market opportunities.
• • Maintain alignment with company culture principles: customer centricity, practicality over perfection, striving for excellence, transparent communication, unwavering resilience, and having fun.
• • Work collaboratively with cross-functional teams including engineering, product, sales, and marketing to ensure seamless partner integration and customer success.
• • Ensure all partner activities adhere to Nightfall’s commitment to equal opportunity and inclusive practices in hiring and engagement.