Channel Marketing Manager
Airlock Digital, Los Angeles, CA, United States
Location: Los Angeles, California—Fully Remote
About Airlock Digital Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA, we are committed to our core values of respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.
What We Are Looking For Airlock Digital is seeking a Channel Marketing Manager to build and scale our global Partner Marketing function from the ground up. Reporting to the VP of Marketing and working closely with the Global VP of Channel and Alliances, this role is critical to driving pipeline and revenue through our partner ecosystem. You will be responsible for developing the partner marketing strategy, frameworks, and programs that enable partners to generate demand, accelerate deals, and position Airlock Digital as a strategic cybersecurity partner. This is a highly collaborative, hands‑on role for someone who thrives in building, executing, and optimizing partner‑led growth in a startup environment.
Key Responsibilities Partner Marketing Strategy and Framework
Design and build Airlock Digital’s global Partner Marketing framework from scratch, aligned to overall marketing and channel growth objectives
Define partner segmentation, engagement models, and go-to-market motions across different partner types (resellers, MSPs, technology alliances, etc.)
Establish best practices, playbooks, and scalable processes for partner marketing execution
Channel Enablement and Programs
Develop and manage channel enablement materials, campaigns, and programs that help partners effectively market, position, and sell Airlock Digital
Create partner-ready assets including messaging, campaign kits, content, co-brandable materials, and sales enablement tools
Support partner onboarding and ongoing enablement in collaboration with Channel Alliance Managers
Run Partner SPIFs as needed to support growth channels and Partner optimization
Demand Generation and MDF Management
Plan, execute, and optimize global and regional partner marketing campaigns to drive pipeline and revenue through the channel
Manage Marketing Development Funds (MDF), including strategy, guidelines, approvals, tracking, and ROI measurement
Partner with channel teams to support joint webinars, events, digital campaigns, and field marketing activities
Partner Relationships
Build and foster strong relationships with top partner marketing teams, acting as the primary marketing point of contact
Collaborate closely with partners to co-create joint marketing plans that align to shared revenue goals
Serve as a trusted advisor to partners on cybersecurity messaging, demand generation, and go-to-market strategy
Cross-Functional Collaboration and Measurement
Work closely with Product Marketing, Demand Gen, Sales, and Channel teams to ensure alignment and execution excellence
Track, measure, and report on partner marketing performance, pipeline contribution, and program ROI
Continuously optimize partner marketing efforts based on data, partner feedback, and business priorities
Required Skills & Qualifications
5–8+ years of B2B marketing experience, with significant focus on channel or partner marketing
Experience in enterprise SaaS; cybersecurity experience strongly preferred
Proven ability to build and scale partner marketing programs from the ground up
Strong understanding of channel ecosystems and partner-led go-to-market models
Experience managing MDF and measuring partner marketing ROI
Excellent stakeholder management skills, with the ability to influence and collaborate across teams and partners globally
Bonus Points
Experience working with global partners across multiple regions
Background supporting VARs, MSSPs, or strategic technology alliances
Strong analytical mindset with comfort using data to drive decisions
What We Offer This position has a salary range of USD $136,000 – $170,000. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.
At Airlock Digital we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance; 401K Plan with 4% Company Match; Life and Disability Programs; Paid Parental Leave; Paid time off and Paid Holidays; Volunteer and Birthday Time off; Home Office Allowance.
Our Commitment We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.
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About Airlock Digital Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA, we are committed to our core values of respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.
What We Are Looking For Airlock Digital is seeking a Channel Marketing Manager to build and scale our global Partner Marketing function from the ground up. Reporting to the VP of Marketing and working closely with the Global VP of Channel and Alliances, this role is critical to driving pipeline and revenue through our partner ecosystem. You will be responsible for developing the partner marketing strategy, frameworks, and programs that enable partners to generate demand, accelerate deals, and position Airlock Digital as a strategic cybersecurity partner. This is a highly collaborative, hands‑on role for someone who thrives in building, executing, and optimizing partner‑led growth in a startup environment.
Key Responsibilities Partner Marketing Strategy and Framework
Design and build Airlock Digital’s global Partner Marketing framework from scratch, aligned to overall marketing and channel growth objectives
Define partner segmentation, engagement models, and go-to-market motions across different partner types (resellers, MSPs, technology alliances, etc.)
Establish best practices, playbooks, and scalable processes for partner marketing execution
Channel Enablement and Programs
Develop and manage channel enablement materials, campaigns, and programs that help partners effectively market, position, and sell Airlock Digital
Create partner-ready assets including messaging, campaign kits, content, co-brandable materials, and sales enablement tools
Support partner onboarding and ongoing enablement in collaboration with Channel Alliance Managers
Run Partner SPIFs as needed to support growth channels and Partner optimization
Demand Generation and MDF Management
Plan, execute, and optimize global and regional partner marketing campaigns to drive pipeline and revenue through the channel
Manage Marketing Development Funds (MDF), including strategy, guidelines, approvals, tracking, and ROI measurement
Partner with channel teams to support joint webinars, events, digital campaigns, and field marketing activities
Partner Relationships
Build and foster strong relationships with top partner marketing teams, acting as the primary marketing point of contact
Collaborate closely with partners to co-create joint marketing plans that align to shared revenue goals
Serve as a trusted advisor to partners on cybersecurity messaging, demand generation, and go-to-market strategy
Cross-Functional Collaboration and Measurement
Work closely with Product Marketing, Demand Gen, Sales, and Channel teams to ensure alignment and execution excellence
Track, measure, and report on partner marketing performance, pipeline contribution, and program ROI
Continuously optimize partner marketing efforts based on data, partner feedback, and business priorities
Required Skills & Qualifications
5–8+ years of B2B marketing experience, with significant focus on channel or partner marketing
Experience in enterprise SaaS; cybersecurity experience strongly preferred
Proven ability to build and scale partner marketing programs from the ground up
Strong understanding of channel ecosystems and partner-led go-to-market models
Experience managing MDF and measuring partner marketing ROI
Excellent stakeholder management skills, with the ability to influence and collaborate across teams and partners globally
Bonus Points
Experience working with global partners across multiple regions
Background supporting VARs, MSSPs, or strategic technology alliances
Strong analytical mindset with comfort using data to drive decisions
What We Offer This position has a salary range of USD $136,000 – $170,000. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.
At Airlock Digital we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance; 401K Plan with 4% Company Match; Life and Disability Programs; Paid Parental Leave; Paid time off and Paid Holidays; Volunteer and Birthday Time off; Home Office Allowance.
Our Commitment We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.
#J-18808-Ljbffr