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.