Channel Manager

Job Summary

Spur Intelligence is establishing a repeatable partner engine, including a strong focus on Value Added Resellers (VARs). In this role you will be responsible for recruiting, enabling, building pipeline and revenue generation with core partners in North America.

Key Responsibilities

• Recruit new partners: identify, outreach, discuss Spur’s value prop, negotiate agreements, and ramp partners to first deal. • Enable partner sellers: training, playbooks, positioning, demo support, battlecards, and “how to sell Spur”.
• Drive co-selling motions: joint account planning, deal registration, partnersourced pipeline creation, and forecasting.
• Co-marketing & field marketing with partners: webinars, events, content, referrals, and customer stories.
• Partner performance management: set quarterly targets, track KPIs, run QBRs, and improve partner productivity.
• Internal cross-functional coordination: work with Sales, Marketing, Product, and Customer Success to improve the partner experience.
• Operate like an owner: keep CRM/partner portal clean, build repeatable processes, and iterate the program based on data.

Required Qualifications

• 5-7 years in channel partnerships / alliances / partner sales in cybersecurity software.
• Proven history of recruiting and ramping partners to revenue.
• Strong sales fundamentals: positioning, discovery, deal strategy, and influencing without direct authority.
• Experience training partners and internal sales teams.
• Comfortable with Salesforce.
• Excellent written + verbal communication; can present to partner leadership and frontline sellers.

Preferred qualifications

• Experience with GuidePoint Security, Optiv, SHI and regional security VARs.
• Worked in a startup/scale-up environment.
• Familiar with partner legal/commercial structures.

Key metrics

• Partner-sourced pipeline and revenue
• Partner-influenced pipeline and revenue
• Number of deal registrations
• Percentage of business attached to partners
• Win rates with partners
• ROI on partner marketing

Compensation

• Base + Variable (OTE), plus benefits

To apply for this position, please submit your resume to careers@spur.us.