Channel Manager (East)

Careers / Marketing Sales and Field Engineering

Channel Manager (East)

JOB DESCRIPTION

Gurucul is a leading cybersecurity company specializing in security analytics, leveraging machine learning and predictive analytics to deliver radical clarity into cyber risk. Our cloud-native REVEAL platform provides dynamic security analytics for Threat Detection, Investigation, and Response (TDIR), insider threat prevention, and more. Recognized as a visionary leader in the SIEM space, Gurucul empowers Fortune 50 enterprises and government agencies to minimize cybersecurity risks.

Gurucul is seeking an experienced and results-driven Channel Manager to lead our partner strategy and accelerate revenue growth. In this role, you will be responsible for building, enabling, and managing a high-performing ecosystem of channel partners – including VARs, MSSPs, and strategic alliances – to drive the adoption of our REVEAL platform.

The Channel Manager will define and execute joint go-to-market strategies, cultivate executive relationships, and ensure that our partners are fully equipped to deliver exceptional customer value. This role requires a strong understanding of the security landscape, a proven track record in indirect sales, and the ability to drive pipeline and revenue through collaborative partner engagement.

RESPONSIBILITIES

Partner Strategy and Development:

  • Define and executive a partner plan to exceed North American revenue goals
  • Identify, recruit, and onboard new partners to support growth
  • Structure, negotiate, and manage partnership agreements

Partner Enablement and Engagement:

  • Conduct regular training and ensure partner teams understand and can articulate Gurucul’s value proposition
  • Refine enablement programs to enhance partner effectiveness across sales, pre-sales, and technical roles
  • Govern partner compliance and performance

Sales and Revenue Growth:

  • Drive pipeline, lead qualification, and deal closure through partners
  • Develop and execute co-selling strategies, focusing on new customer acquisition and upsell opportunities
  • Collaborate with sales teams on joint business plans and partner-led campaigns

Planning & Forecasting:

  • Work with partners to create and execute joint business plans
  • Track KPIs, forecast pipeline and revenue, and drive forecast accuracy using data and trends
  • Activate and scale partner-generated opportunities

Relationship Management:

  • Build and maintain strategic relationships across partner organizations
  • Engage stakeholders at all levels within partner and customer accounts
  • Support POCs, POVs, and implementation of framework agreements

Marketing and Demand Generation:

  • Generate demand through partners and drive awareness of Gurucul solutions
  • Create compelling partner offerings tailored to customer needs
  • Support cross-sell and upsell initiatives through the channel

QUALIFICATIONS

  • 5+ years of experience in channel or partner sales, preferably in cybersecurity
  • Proven success managing VARs, MSSPs, and technology partners to drive revenue
  • Strong understanding of SIEM and security solutions
  • Skilled in partner recruitment, enablement, and joint business planning
  • Excellent negotiation, communication, and relationship-building abilities
  • Experience with pipeline development, forecasting, and CRM/PRM tools
  • Bachelor’s degree in Business, Marketing, or a related field (MBA a plus)

WHAT WE OFFER

  • $200,000 – $250,000 OTE
  • Gurucul offers a competitive compensation package, including medical, dental, vision, and life insurance, EAP, 401K, Paid Time Off, and paid Holidays

LOCATION:

  • Open to remote candidates within Eastern US.

HOW TO APPLY:

Please send resumes to jobs@gurucul.com for consideration.