Channel Manager (Physical Security)

Location: Remote within the United States; listed locations are Florida and Georgia

Salary: $85,000–$90,000 base salary per year, plus equity and commission

Company

AI-powered physical security company developing a reasoning vision-language platform that integrates with security cameras and physical access control systems.

What you will do

• Manage and grow relationships with assigned channel partners, distributors, and VAR resellers.
• Serve as the primary point of contact for partners and build long-term, mutually beneficial relationships.
• Identify and onboard new partners aligned with the go-to-market strategy.
• Collaborate with sales, marketing, and product teams on partner-led opportunities, joint campaigns, and product launches.
• Track partner performance, pipeline activity, and KPIs, using data to identify insights and improvement areas.

Requirements

• 3–5 years of channel sales or channel management experience.
• Experience in B2B SaaS or security technology is preferred.
• Hands-on experience working with security and/or IT VAR reseller partners.
• Strong understanding of channel sales motions, partner enablement, and co-selling best practices.
• Ability to manage a partner portfolio, meet revenue targets, and drive channel pipeline.
• Strong communication and relationship-building skills.

Culture & Benefits

• Full-time employees receive stock options.
• Comprehensive medical, dental, vision, life, EAP, legal services, and 401(k) benefits.
• Flexible time off, including a winter break for most roles depending on customer demand.
• Remote delivery of work equipment and company merchandise.
• Opportunities to connect with colleagues through team activities.