Senior Strategic Channel Manager
Midwest Startups, Ann Arbor, MI, United States
Senior Strategic Channel Manager
About Blumira and Our Culture
Blumira is the security operations platform built for growing teams and partners supporting them, integrating comprehensive visibility, tools, and expert guidance to give IT and security teams peace of mind from knowing they never have to go it alone. Every business needs strong security and deserves tools built for them, not just the largest enterprises. In helping them, we help their customers, and, overall, make the Internet a safer place.
Our team is passionate about putting resilience in reach for every organization and team, keeping the business running smoothly and helping teams build their own expertise through daily security practice. To realize our vision, we’re looking for inquisitive and driven teammates, like you! Be part of a friendly and supportive team that embraces who you are and offers you the opportunity to help build and scale the Ann Arbor tech security scene and to learn and grow with experienced SaaS security leaders. You will have the ability to make a big impact in the initial build of Blumira’s Department organization and take Blumira to the next level!
About the Opportunity Blumira is seeking an accomplished, results-driven senior sales leader to architect, scale, and optimize our strategic channel ecosystem. The
Senior Strategic Channel Manager
will own the development and execution of a high-impact indirect revenue strategy, driving meaningful market expansion through world-class reseller and alliance partnerships.
This role goes beyond partner management — it requires a visionary leader who can shape channel strategy, engage C-level stakeholders within top-tier partners, and build scalable programs that accelerate revenue growth. The ideal candidate brings deep experience in enterprise SaaS channel sales, a history of exceeding aggressive revenue targets through indirect routes to market, and the executive presence to influence both internal and external stakeholders.
Key Responsibilities
Strategic Channel Leadership
Design and execute a multi-year channel growth strategy aligned to corporate revenue objectives
Build, scale, and optimize a high-performance reseller and strategic partner ecosystem
Identify and secure high-value national and global partners to expand market coverage
Drive strategic alignment with key partners including enterprise integrators and solution providers such as Optiv, GuidePoint Security, and World Wide Technology (WWT)
Influence executive leadership on channel investment, segmentation, and program evolution
Executive Partner Engagement
Establish and cultivate C-level and senior executive relationships within partner organizations
Lead executive business reviews focused on revenue performance, pipeline acceleration, and joint growth planning
Develop and execute joint go-to-market strategies and account penetration plans
Serve as the senior escalation point for complex partner issues and channel conflict resolution
Revenue Ownership & Sales Execution
Own and deliver indirect revenue targets across assigned territories and partner portfolios
Drive partner-sourced, partner-led, and co-sell motions to accelerate enterprise deal cycles
Develop strategic account mapping initiatives in collaboration with partner sales teams
Provide accurate channel forecasting, pipeline visibility, and performance reporting to executive leadership
Optimize deal registration frameworks and margin strategies to ensure partner profitability and engagement
Channel Program & Enablement Strategy
Shape and evolve Blumira’s channel program to support scalable growth and partner differentiation
Establish partner enablement standards, certification pathways, and performance benchmarks
Align closely with marketing to develop high-impact joint campaigns and demand generation initiatives
Collaborate cross-functionally with Product, Operations, and Sales Leadership to ensure partner readiness and competitive positioning
Deliver executive-level partner presentations, enablement sessions, and strategic workshops
Performance Optimization & Market Intelligence
Define and monitor KPIs including partner productivity, revenue contribution, retention, and pipeline health
Analyze competitive dynamics and market trends to inform channel strategy
Recommend programmatic enhancements to improve partner engagement, profitability, and scalability
Provide data-driven insights to guide executive decision-making
Required Experience & Qualifications
8+ years of progressive experience in channel sales, alliance management, or indirect revenue leadership within a SaaS or cybersecurity environment
Demonstrated success driving multimillion-dollar revenue growth through enterprise resellers and strategic partners
Experience engaging with national integrators, VARs, MSSPs, distributors, and enterprise technology partners
Strong executive presence with the ability to influence C-level stakeholders
Expertise in complex deal negotiation, co-selling frameworks, and channel governance
Exceptional communication, presentation, and strategic planning skills
Willingness to travel as needed to support partner engagement and executive alignment
Perks and Benefits
Competitive compensation and stock equity plan
Flexible PTO
A flexible work environment that supports working from home
Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program
Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time, with or without notice.
This position requires prolonged periods of sitting at a desk and working on a computer.
This position may require occasional travel. The frequency and duration of travel will vary depending on business needs.
Blumira is an inclusive employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition or any protected category prohibited by local, state or federal laws.
On-Target Earnings $225,000 — $225,000 USD
#J-18808-Ljbffr
Our team is passionate about putting resilience in reach for every organization and team, keeping the business running smoothly and helping teams build their own expertise through daily security practice. To realize our vision, we’re looking for inquisitive and driven teammates, like you! Be part of a friendly and supportive team that embraces who you are and offers you the opportunity to help build and scale the Ann Arbor tech security scene and to learn and grow with experienced SaaS security leaders. You will have the ability to make a big impact in the initial build of Blumira’s Department organization and take Blumira to the next level!
About the Opportunity Blumira is seeking an accomplished, results-driven senior sales leader to architect, scale, and optimize our strategic channel ecosystem. The
Senior Strategic Channel Manager
will own the development and execution of a high-impact indirect revenue strategy, driving meaningful market expansion through world-class reseller and alliance partnerships.
This role goes beyond partner management — it requires a visionary leader who can shape channel strategy, engage C-level stakeholders within top-tier partners, and build scalable programs that accelerate revenue growth. The ideal candidate brings deep experience in enterprise SaaS channel sales, a history of exceeding aggressive revenue targets through indirect routes to market, and the executive presence to influence both internal and external stakeholders.
Key Responsibilities
Strategic Channel Leadership
Design and execute a multi-year channel growth strategy aligned to corporate revenue objectives
Build, scale, and optimize a high-performance reseller and strategic partner ecosystem
Identify and secure high-value national and global partners to expand market coverage
Drive strategic alignment with key partners including enterprise integrators and solution providers such as Optiv, GuidePoint Security, and World Wide Technology (WWT)
Influence executive leadership on channel investment, segmentation, and program evolution
Executive Partner Engagement
Establish and cultivate C-level and senior executive relationships within partner organizations
Lead executive business reviews focused on revenue performance, pipeline acceleration, and joint growth planning
Develop and execute joint go-to-market strategies and account penetration plans
Serve as the senior escalation point for complex partner issues and channel conflict resolution
Revenue Ownership & Sales Execution
Own and deliver indirect revenue targets across assigned territories and partner portfolios
Drive partner-sourced, partner-led, and co-sell motions to accelerate enterprise deal cycles
Develop strategic account mapping initiatives in collaboration with partner sales teams
Provide accurate channel forecasting, pipeline visibility, and performance reporting to executive leadership
Optimize deal registration frameworks and margin strategies to ensure partner profitability and engagement
Channel Program & Enablement Strategy
Shape and evolve Blumira’s channel program to support scalable growth and partner differentiation
Establish partner enablement standards, certification pathways, and performance benchmarks
Align closely with marketing to develop high-impact joint campaigns and demand generation initiatives
Collaborate cross-functionally with Product, Operations, and Sales Leadership to ensure partner readiness and competitive positioning
Deliver executive-level partner presentations, enablement sessions, and strategic workshops
Performance Optimization & Market Intelligence
Define and monitor KPIs including partner productivity, revenue contribution, retention, and pipeline health
Analyze competitive dynamics and market trends to inform channel strategy
Recommend programmatic enhancements to improve partner engagement, profitability, and scalability
Provide data-driven insights to guide executive decision-making
Required Experience & Qualifications
8+ years of progressive experience in channel sales, alliance management, or indirect revenue leadership within a SaaS or cybersecurity environment
Demonstrated success driving multimillion-dollar revenue growth through enterprise resellers and strategic partners
Experience engaging with national integrators, VARs, MSSPs, distributors, and enterprise technology partners
Strong executive presence with the ability to influence C-level stakeholders
Expertise in complex deal negotiation, co-selling frameworks, and channel governance
Exceptional communication, presentation, and strategic planning skills
Willingness to travel as needed to support partner engagement and executive alignment
Perks and Benefits
Competitive compensation and stock equity plan
Flexible PTO
A flexible work environment that supports working from home
Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program
Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.
Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time, with or without notice.
This position requires prolonged periods of sitting at a desk and working on a computer.
This position may require occasional travel. The frequency and duration of travel will vary depending on business needs.
Blumira is an inclusive employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition or any protected category prohibited by local, state or federal laws.
On-Target Earnings $225,000 — $225,000 USD
#J-18808-Ljbffr