Channel Sales Manager, Material Security
$200-230k
OTE
Security for Google Workspace & Microsoft 365
Be an early applicant
Security for Google Workspace & Microsoft 365
21-100 employees
Be an early applicant
$200-230k
OTE
21-100 employees
Company mission
Their goal is resilience, and they build security that works (and works simply).
Role
Who you are
- 3-5+ years of experience working directly with VARs and channel resellers, building relationships that drove net-new pipeline
- A track record of accelerating sales cycles through channel partnerships, not just adding volume
- Experience designing partner enablement programs that partners actually use
- Comfort operating with ambiguity and building a channel motion largely from scratch
- Strong cross-functional collaboration skills with direct sales, sales engineering, and marketing
What the job involves
- Material Security is looking for a Channel Sales Manager to build and scale our VAR and reseller partner ecosystem. You'll recruit new partners, deepen relationships with existing ones, and turn those relationships into net-new pipeline and faster-closing deals for our direct sales team. This is a build-from-the-ground-up role for someone who has done it before and wants ownership over a channel motion from day one
- Recruit, onboard, and activate new VAR and channel reseller partners
- Deepen the relationship and bi-directional deal flow with existing partners
- Build and run a partner enablement program: training, deal registration, co-sell playbooks
- Generate net-new partner-sourced pipeline in partnership with recruited VARs/resellers
- Partner with the direct sales team to accelerate deal cycles on partner-influenced opportunities
- Own partner relationship health, QBRs, and joint business planning with top partners
- Track and report on partner-sourced pipeline and closed-won revenue
Our take
Email hacks are a real and immediate threat for businesses. Material Security is setting out to solve this problem by protecting companies and their employees.
Material Security was founded following the 2016 election hacking scandal, tapping into widespread demand for more resilient email protection. The company is led by a team of experienced ex-Google and Dropbox managers, which has shaped its tech considerably. The company is now valued at over $1 billion, an impressive testament to the quality of its solutions.
Material Security's main challenge will be competing with rival security providers. However, given its unicorn status, the company is likely to scale even further in the coming years and is well poised to open up a significant market lead.
Freddie
Company Specialist at Welcome to the Jungle
Company
Funding (last 2 of 3 rounds)
May 2022
$100m
SERIES C
May 2021
$40m
SERIES B
Total funding: $162m
Company benefits
- Remote-first
- 100% coverage of Health, Dental, & Vision premiums for employees and dependents
- In-person company gathering twice a year
- Competitive salary & equity
- Mental Health benefits through Spring Health
- 401(k) plan
- Up to 16 weeks parental leave
- Office equipment coverage and support
- Stipend for cell phone & internet
- AI-native workplace with full access to today's productivity tools (Claude, Cursor, and many more)
- Material Security swag throughout the year
Company HQ
SoMa, San Francisco, CA
Leadership
Ryan Noon
(Co-Founder & Chairman)Ryan previously founded Parastructure, which was acquired by Dropbox. They then went on to serve as the Head of Analytics at Dropbox before co-founding Material Security in 2017.
Abhishek Agrawal
(Co-Founder & CEO)After co-founding Material Security in 2017, Abhishek initially served as the company's CTO until 2023, when they moved into the role of CEO. Previously, they were a Senior Product Manager at Dropbox and a Software Development Engineer at Microsoft Office Labs.
Christopher Park
(Co-Founder & VP Engineering)Christopher previously worked as a Senior Software Developer at Camstar Systems, as a Software Engineer at Google and Parastructure, and as an Engineering Manager at Dropbox.
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