Senior Channel Sales Manager - West Coast

📋 Description

• • Own the full partner-sourced pipeline and bookings quota for the West Coast of North America, directly impacting Teleport’s $1.1 B valuation and next stage of growth.
• • Recruit, onboard, and continuously enable a high-performing ecosystem of VARs, SIs, MSSPs, and cloud marketplaces that position Teleport as the default secure-access platform for modern infrastructure.
• • Co-create annual and quarterly business plans with each strategic partner that map joint revenue targets, technical enablement milestones, and go-to-market campaigns to your regional sales objectives.
• • Evangelize the Teleport Access Platform to partner executives, sales leaders, and technical champions through executive briefings, road-shows, and quarterly business reviews (QBRs), translating zero-trust concepts into partner P&L upside.
• • Drive disciplined account-mapping exercises between partner and Teleport sales teams, uncovering net-new enterprise opportunities in DevOps, security, and cloud-migration initiatives across Fortune 1000 accounts.
• • Architect and execute regional Market Development Fund (MDF) programs—budgeting, allocation, ROI tracking, and re-investment—so every dollar accelerates end-user pipeline and compresses deal cycles.
• • Collaborate daily with regional Account Executives, Sales Engineers, and Customer Success to embed partners into live opportunities, ensuring co-sell motions are frictionless and mutually profitable.
• • Deliver crisp weekly, monthly, and quarterly business reviews to Sales Leadership that show partner contribution to ARR, average deal size, win-rate, and sales-cycle metrics against OKRs.
• • Champion partner feedback into Product, Marketing, and Engineering to influence roadmap priorities and co-branded assets that keep Teleport ahead of market demand.
• • Maintain real-time partner data hygiene in Salesforce and partner portals, enabling accurate forecasting and executive visibility into the health of the West-Coast channel.
• • Mentor junior channel resources and share best practices across the global partner organization, reinforcing Teleport’s culture of autonomy, security-first thinking, and business impact.
• • Travel up to 40 % across the West Coast to attend partner summits, customer briefings, and field events that deepen relationships and accelerate pipeline velocity.