Channel Manager
Budget / Salary$100,000–115,000
TypeFull-time job
LocationUnited States
Posted1 hour ago
About QuilrAI
QuilrAI is an agent-native security company founded by security veterans to secure and operationalize the agentic enterprise across the entire agent lifecycle. We treat AI as a deployment problem—ensuring agents are assessed, governed by policy, and deployed via approved blueprints before they reach production, with every agent action decided before execution and verified afterward.
Headquartered in Austin, Texas, we partner with high-growth tech firms and enterprise customers across financial services, legal, and business operations to protect critical workflows against prompt injection, data exfiltration, and non-deterministic model behavior.
About the Role
The Channel Manager owns a book of partners end-to-end and drives sourced and influenced pipeline through them. You’ll run the day-to-day partner relationship, own enablement and joint go-to-market, and keep deal registration and partner pipeline accurate and productive. You’ll work directly with the VP of Channel & Alliances and act as a second seat at the table with our top partners.
This is a builder’s role. Our partner program has a defined structure (Managed and Unmanaged tiers, with Professional Services and Distributor categories) and a January formal launch on the horizon. You’ll help turn program design into program reality and carry a real number against the partners you own.
What you’ll do
Own a book of named partners
Serve as the primary relationship owner for a book of assigned partners, including select national partner regions (specific GuidePoint regional offices, Trace3 or WWT sub-territories) and Unmanaged-tier partners moving toward Managed status
Carry a sourced and influenced pipeline number against your assigned book, with quarterly targets set jointly with the VP of Channel & Alliances
Run recurring partner cadence: weekly working sessions with priority partner reps, monthly pipeline reviews, and quarterly business reviews with partner leadership
Build real relationships with the reps who sell for you. Know their book, know their quota, know what they need from Quilr to close
Drive activation of dormant partners in your portfolio: identify low-engagement partners, diagnose why, and get them producing
Partner with the VP of Channel & Alliances on Managed-tier accounts (GuidePoint national, WWT, Trace3, key distributors), owning execution on jointly set initiatives
Partner enablement & go-to-market
Design and deliver partner enablement (live sessions, on-demand training, ride-alongs) for AEs, SEs, and technical champions at partners like GuidePoint, WWT, and Trace3
Keep enablement content (decks, one-pagers, battlecards, competitive collateral) current, findable, and version-controlled
Administer partner training quizzes and certifications, and track completion and engagement in HubSpot
Coordinate NFR license issuance for partner technical teams
Drive joint go-to-market with your partners: co-selling, joint webinars, regional events, and campaign execution in partnership with marketing
Deal registration & pipeline hygiene
Own deal registration intake, review, and approval for your assigned partners, and communicate decisions back quickly
Keep partner-sourced and partner-influenced pipeline clean in CRM: correct partner attribution, accurate stages, up-to-date next steps
Build and maintain partner pipeline reports and dashboards for weekly channel reviews
Flag stalled deals, conflict situations, and channel-neutrality issues early, and drive them to resolution
Prep and lead quarterly business reviews for your assigned partners
Program operations
Serve as the point of contact for partner questions on program mechanics, agreements, and portal access
Help maintain partner records, agreement status, and tier assignments
Contribute to program design: propose changes to tiering, incentives, and enablement based on what you see in your book
What we’re looking for
Required
3 to 6 years of channel, partner, or alliances experience in a SaaS or cybersecurity company, with at least 2 years directly owning partner relationships
Track record of driving sourced and influenced pipeline through channel partners, ideally national security VARs and integrators (GuidePoint, WWT, Trace3, Optiv, Presidio, or similar)
Comfortable in a CRM (HubSpot preferred; Salesforce experience translates) and confident with spreadsheets and pipeline reporting
Strong written and verbal communication; you can walk into a partner QBR, run the room, and leave with clear commitments
Highly organized and detail-oriented; the kind of person who notices when a deal reg is missing a field or a partner hasn’t been followed up with in three weeks
Comfortable with ambiguity. This is a program being built, not one being maintained
Self-directed in a fully remote environment
Nice to have
Prior experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity
Existing relationships at named security partners (GuidePoint, WWT, Trace3, Optiv, or similar)
Familiarity with deal registration mechanics, MDF, and channel-neutrality principles
Experience helping stand up or evolve a formal partner program
Ground-floor impact. You’ll help build a channel program from the earliest stages (the process, the cadence, the partner experience), not inherit someone else’s playbook.
Real ownership. You own your book, you own your number, and you have room to run the partnerships the way you know works.
Real partners, real deals. From day one you’ll be working with the top security VARs and integrators in the country.
Remote, flexible, adult culture. We hire people who own their outcomes and give them the space to do it.
Compensation & Benefits
Base salary: $100,000 to $115,000
On-target earnings (OTE): $150,000, with variable tied to sourced and influenced partner pipeline, closed partner-attributed revenue, and partner activation milestones
Equity: Meaningful early-stage equity grant
Comprehensive medical, dental, and vision
•401(k)
•Flexible PTO
Remote-first, with travel to partner events and company offsites (approximately 20 to 25%)
Ranges reflect a good-faith estimate for this role at a US-remote, seed-stage cybersecurity company. Final offer will reflect experience, location, and skills.
Originally posted on Himalayas
QuilrAI is an agent-native security company founded by security veterans to secure and operationalize the agentic enterprise across the entire agent lifecycle. We treat AI as a deployment problem—ensuring agents are assessed, governed by policy, and deployed via approved blueprints before they reach production, with every agent action decided before execution and verified afterward.
Headquartered in Austin, Texas, we partner with high-growth tech firms and enterprise customers across financial services, legal, and business operations to protect critical workflows against prompt injection, data exfiltration, and non-deterministic model behavior.
About the Role
The Channel Manager owns a book of partners end-to-end and drives sourced and influenced pipeline through them. You’ll run the day-to-day partner relationship, own enablement and joint go-to-market, and keep deal registration and partner pipeline accurate and productive. You’ll work directly with the VP of Channel & Alliances and act as a second seat at the table with our top partners.
This is a builder’s role. Our partner program has a defined structure (Managed and Unmanaged tiers, with Professional Services and Distributor categories) and a January formal launch on the horizon. You’ll help turn program design into program reality and carry a real number against the partners you own.
What you’ll do
Own a book of named partners
Serve as the primary relationship owner for a book of assigned partners, including select national partner regions (specific GuidePoint regional offices, Trace3 or WWT sub-territories) and Unmanaged-tier partners moving toward Managed status
Carry a sourced and influenced pipeline number against your assigned book, with quarterly targets set jointly with the VP of Channel & Alliances
Run recurring partner cadence: weekly working sessions with priority partner reps, monthly pipeline reviews, and quarterly business reviews with partner leadership
Build real relationships with the reps who sell for you. Know their book, know their quota, know what they need from Quilr to close
Drive activation of dormant partners in your portfolio: identify low-engagement partners, diagnose why, and get them producing
Partner with the VP of Channel & Alliances on Managed-tier accounts (GuidePoint national, WWT, Trace3, key distributors), owning execution on jointly set initiatives
Partner enablement & go-to-market
Design and deliver partner enablement (live sessions, on-demand training, ride-alongs) for AEs, SEs, and technical champions at partners like GuidePoint, WWT, and Trace3
Keep enablement content (decks, one-pagers, battlecards, competitive collateral) current, findable, and version-controlled
Administer partner training quizzes and certifications, and track completion and engagement in HubSpot
Coordinate NFR license issuance for partner technical teams
Drive joint go-to-market with your partners: co-selling, joint webinars, regional events, and campaign execution in partnership with marketing
Deal registration & pipeline hygiene
Own deal registration intake, review, and approval for your assigned partners, and communicate decisions back quickly
Keep partner-sourced and partner-influenced pipeline clean in CRM: correct partner attribution, accurate stages, up-to-date next steps
Build and maintain partner pipeline reports and dashboards for weekly channel reviews
Flag stalled deals, conflict situations, and channel-neutrality issues early, and drive them to resolution
Prep and lead quarterly business reviews for your assigned partners
Program operations
Serve as the point of contact for partner questions on program mechanics, agreements, and portal access
Help maintain partner records, agreement status, and tier assignments
Contribute to program design: propose changes to tiering, incentives, and enablement based on what you see in your book
What we’re looking for
Required
3 to 6 years of channel, partner, or alliances experience in a SaaS or cybersecurity company, with at least 2 years directly owning partner relationships
Track record of driving sourced and influenced pipeline through channel partners, ideally national security VARs and integrators (GuidePoint, WWT, Trace3, Optiv, Presidio, or similar)
Comfortable in a CRM (HubSpot preferred; Salesforce experience translates) and confident with spreadsheets and pipeline reporting
Strong written and verbal communication; you can walk into a partner QBR, run the room, and leave with clear commitments
Highly organized and detail-oriented; the kind of person who notices when a deal reg is missing a field or a partner hasn’t been followed up with in three weeks
Comfortable with ambiguity. This is a program being built, not one being maintained
Self-directed in a fully remote environment
Nice to have
Prior experience at an early-stage cybersecurity company, especially in DLP, data security, AI security, or identity
Existing relationships at named security partners (GuidePoint, WWT, Trace3, Optiv, or similar)
Familiarity with deal registration mechanics, MDF, and channel-neutrality principles
Experience helping stand up or evolve a formal partner program
Ground-floor impact. You’ll help build a channel program from the earliest stages (the process, the cadence, the partner experience), not inherit someone else’s playbook.
Real ownership. You own your book, you own your number, and you have room to run the partnerships the way you know works.
Real partners, real deals. From day one you’ll be working with the top security VARs and integrators in the country.
Remote, flexible, adult culture. We hire people who own their outcomes and give them the space to do it.
Compensation & Benefits
Base salary: $100,000 to $115,000
On-target earnings (OTE): $150,000, with variable tied to sourced and influenced partner pipeline, closed partner-attributed revenue, and partner activation milestones
Equity: Meaningful early-stage equity grant
Comprehensive medical, dental, and vision
•401(k)
•Flexible PTO
Remote-first, with travel to partner events and company offsites (approximately 20 to 25%)
Ranges reflect a good-faith estimate for this role at a US-remote, seed-stage cybersecurity company. Final offer will reflect experience, location, and skills.
Originally posted on Himalayas
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