Founding Channel Manager (East) (AI)

TL;DR

Founding Channel Manager (AI): Driving partner acquisition and regional scale through distributors and resellers with an accent on B2B SaaS and cybersecurity. Focus on identifying, onboarding, and enabling high-performing reseller partners to drive partner-sourced and partner-influenced pipeline and revenue.

Location: New York City

Company

Nightfall is the AI-native, unified data loss prevention and insider risk management platform that protects sensitive data across SaaS apps, GenAI tools, email, endpoint devices, and more.

What you will do

• Define and execute an East region channel recruitment strategy.
• Identify, onboard, and enable distributors and VARs.
• Grow and manage a portfolio of high-performing reseller partners.
• Drive partner-sourced and partner-influenced pipeline and revenue.
• Collaborate closely with direct sales, marketing, and product teams on co-sell motions.
• Enable partners through training, joint planning, and go-to-market programs.

Requirements

• 5+ years of channel management experience, ideally in B2B SaaS and cybersecurity.
• Cybersecurity domain expertise, preferably in DLP, CASB, Insider Risk, or adjacent security platforms.
• Established network of channel partners, distributors, and security leaders in the East.
• Proven track record of exceeding indirect revenue or pipeline targets.
• Strong understanding of the full sales lifecycle and partner co-sell motions.
• Ability to work effectively with technical and business stakeholders.

Culture & Benefits

• Customer Centricity: Focus on exceeding customer expectations and placing them at the core of decisions.
• Practicality over Perfection: Emphasis on efficient solutions and agile decision-making.
• Strive for Excellence: Commitment to high standards and continuous improvement.
• Transparent Communication: Encouragement of open, honest dialogue and collaborative trust.
• Foster a positive work environment that balances hard work with enjoyment and creativity.