Channel Manager - NY
Atera, New York, NY, United States
About The Role
We are seeking a Channel Manager to develop, grow, and expand our existing partner ecosystem in North America. This role will focus on identifying, recruiting, and onboarding the right strategic partners, driving revenue through partner‑led deals, and expanding the footprint in both mid‑market and enterprise segments.
This individual will own a quota, drive pipeline, and collaborate with cross‑functional teams to build and scale the partner motion in the region.
Key Responsibilities
Identify, recruit, and onboard new partners that align with strategic goals and upmarket expansion.
Build joint business plans with partners, including revenue targets, enablement plans, and marketing activities.
Drive partner‑led pipeline generation and co‑selling to achieve revenue targets.
Enable partners on the platform via training, demos, sales plays, and ongoing field support.
Manage forecasting, pipeline reviews, and deal tracking related to partner activities.
Foster strong relationships with key partner stakeholders, including sales, marketing, technical, and executive teams.
Support partners in navigating enterprise sales cycles and expanding into new customer segments.
Work closely with product, sales, marketing, and operations teams to align partnership strategy with broader company goals.
Represent the company at partner events, conferences, and field activities.
Maintain strong market awareness and identify new partnership opportunities that can accelerate growth.
Requirements
7+ years of experience in partner management, channel sales, or strategic alliances at a SaaS company.
Proven track record in quota‑carrying roles involving co‑selling or indirect sales models.
Experience selling to Enterprise customers through partners (VARs, MSPs, distributors, or ISVs).
Strong understanding of partner enablement, joint go‑to‑market, and pipeline development.
Excellent relationship‑building, communication, and presentation skills.
Ability to manage multiple priorities, execute independently, and drive results.
Experience working in a global organization; exposure to headquarters outside the U.S. is an advantage.
Ability to travel 25%–50% across the U.S.
Ability to commute to the NY‑based office 3 times per week when not traveling.
Benefits Salary: $330,000 annually. Health and vision benefits, 401(k) matching, generous PTO plan. Hybrid model with three office days per week in the One Penn office, allowing remote work arrangements.
Equal Employment Opportunity We are dedicated to fostering a culture of equality, diversity, and inclusion, eradicating discrimination in all its forms. We value the unique perspectives and contributions of each individual and strive to create an environment where all employees are empowered to thrive. Our recruitment process is merit‑based, ensuring that qualified candidates are considered regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, or disability status.
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This individual will own a quota, drive pipeline, and collaborate with cross‑functional teams to build and scale the partner motion in the region.
Key Responsibilities
Identify, recruit, and onboard new partners that align with strategic goals and upmarket expansion.
Build joint business plans with partners, including revenue targets, enablement plans, and marketing activities.
Drive partner‑led pipeline generation and co‑selling to achieve revenue targets.
Enable partners on the platform via training, demos, sales plays, and ongoing field support.
Manage forecasting, pipeline reviews, and deal tracking related to partner activities.
Foster strong relationships with key partner stakeholders, including sales, marketing, technical, and executive teams.
Support partners in navigating enterprise sales cycles and expanding into new customer segments.
Work closely with product, sales, marketing, and operations teams to align partnership strategy with broader company goals.
Represent the company at partner events, conferences, and field activities.
Maintain strong market awareness and identify new partnership opportunities that can accelerate growth.
Requirements
7+ years of experience in partner management, channel sales, or strategic alliances at a SaaS company.
Proven track record in quota‑carrying roles involving co‑selling or indirect sales models.
Experience selling to Enterprise customers through partners (VARs, MSPs, distributors, or ISVs).
Strong understanding of partner enablement, joint go‑to‑market, and pipeline development.
Excellent relationship‑building, communication, and presentation skills.
Ability to manage multiple priorities, execute independently, and drive results.
Experience working in a global organization; exposure to headquarters outside the U.S. is an advantage.
Ability to travel 25%–50% across the U.S.
Ability to commute to the NY‑based office 3 times per week when not traveling.
Benefits Salary: $330,000 annually. Health and vision benefits, 401(k) matching, generous PTO plan. Hybrid model with three office days per week in the One Penn office, allowing remote work arrangements.
Equal Employment Opportunity We are dedicated to fostering a culture of equality, diversity, and inclusion, eradicating discrimination in all its forms. We value the unique perspectives and contributions of each individual and strive to create an environment where all employees are empowered to thrive. Our recruitment process is merit‑based, ensuring that qualified candidates are considered regardless of race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, marital status, veteran status, or disability status.
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