Senior Channel Manager

Dropzone’s mission is to scale cybersecurity beyond human limits, and augment every single human security engineer/analyst with an army of AI security specialists. Humans alone cannot sufficiently protect our digital future, and AI augmentation is the only way for defenders to reclaim the high ground. We are an award winning company disrupting the $200B+ cybersecurity market. Powered by Gen AI advancements, our technology offloads repetitive day-to-day work and frees human analysts to focus on real threats and higher-value projects. We are venture-backed, and our team has a rare blend of deep experience across cybersecurity, AI/ML, and SaaS product development. Join us if you want to be on the ground floor of using Gen AI to transform cyber defense. Learn more at www.dropzone.ai .

Dropzone AI is looking for a driven, partner-focused Channel Manager to expand and strengthen our channel ecosystem. In this role, you will recruit, develop, and manage strategic relationships with resellers, solution providers, distributors, and other channel partners that accelerate our growth and extend our market reach.

You will be responsible for developing joint business plans, enabling partners to successfully position Dropzone AI, and generating qualified pipeline through coordinated sales and marketing activities. The ideal candidate combines strong relationship-building skills with a results-oriented approach and understands how to turn partner relationships into repeatable revenue.

This is a highly collaborative role that will work closely with our Sales, Marketing, Sales Engineering, Customer Success, and Product teams.

Recruit, onboard, and develop high-value channel partners aligned with Dropzone AI’s growth strategy

Build trusted relationships with partner executives, sales leaders, account teams, and technical stakeholders

Develop joint business plans that establish clear revenue goals, pipeline targets, enablement priorities, and go-to-market activities

Drive partner-sourced and partner-influenced pipeline through account mapping, prospecting, campaigns, events, and field engagement

Enable partner sales and technical teams to confidently position, demonstrate, and sell Dropzone AI

Collaborate with direct sales teams to identify opportunities for partner involvement and develop coordinated account strategies

Support partners throughout the sales cycle, including opportunity qualification, solution positioning, deal strategy, and closing

Maintain accurate partner, pipeline, and opportunity data within CRM and partner management systems

Monitor partner performance against established goals and provide regular forecasts, reporting, and business reviews

Gather feedback from partners and the market to help inform sales, marketing, and product strategies

Represent Dropzone AI at partner meetings, industry conferences, enablement sessions, and customer events

Help refine channel programs, incentives, processes, and resources as the partner organization scales

Experience working in cybersecurity, security operations, artificial intelligence, SaaS, or enterprise software

An established network within the cybersecurity channel ecosystem

Familiarity with security operations centers, threat detection and response, SIEM, SOAR, or related security technologies

Experience helping build or scale an early-stage channel program

Experience with CRM and partner relationship management platforms

We are a 100% remote company where you will work from your home with company-provided equipment to set you up for success. Semi-frequent travel to professional office settings and other events locally and nationally; some overnight travel expected.