Channel Sales Manager

Title: Channel Sales Manager, MSP & Strategic Partnerships

Location: Hybrid, Midtown Manhattan, NYC

Office expectation: Two days per week

The Opportunity: Zaddy Solutions is recruiting a Channel Sales Manager for an international software company building an enterprise platform for governing and securing AI-agent connections. The company is developing a new route to market through managed service providers, distributors, resellers, OEMs, and strategic technology partners. This person will be responsible for identifying the right partners, opening new relationships, structuring agreements, activating those partners, and turning the channel into a measurable source of pipeline and revenue.

This is a hands-on builder role. The partner program and playbook are still being developed, so the successful candidate will need to create structure while also personally moving relationships toward commercial outcomes.

What You Will Own:

Channel Strategy and Ecosystem Development

• Identify the MSPs, distributors, resellers, OEMs, and technology partners with the greatest market potential
• Develop partner segmentation, engagement models, program tiers, and performance expectations
• Build a repeatable strategy for expanding market reach through indirect sales channels

Partner Recruitment and Activation

• Originate new partner relationships rather than relying solely on an inherited network
• Recruit, onboard, and activate partners capable of generating qualified opportunities
• Build relationships with decision-makers across MSPs, distributors, marketplaces, resellers, and technology companies
• Move partner relationships from initial conversations to active co-selling and revenue production

Commercial Partnerships

• Negotiate margins, discounts, revenue-sharing structures, minimum commitments, marketing funds, and related commercial terms
• Coordinate with legal, finance, product, and executive stakeholders throughout the agreement process
• Support OEM, embedded, and white-label partnership discussions when appropriate

Partner-Sourced Pipeline and Revenue

• Own measurable partner-sourced pipeline and revenue goals
• Distinguish clearly between partner-sourced and partner-influenced opportunities
• Work with partners to identify target accounts, create introductions, and support joint opportunities
• Track partner activation, time to first deal, pipeline creation, conversion, and closed revenue

Partner Enablement and Operations

• Develop onboarding, sales enablement, co-marketing, and co-selling programs
• Create partner materials, training resources, sales plays, and joint go-to-market plans
• Manage deal registration, partner communications, pipeline reporting, and performance reviews
• Use CRM and partner-management tools to maintain visibility into activity and results

What We Are Looking For:

• Direct experience in channel sales, partner sales, strategic partnerships, alliances, or business development within B2B technology
• Experience selling through and with MSPs, distributors, resellers, OEMs, or similar partner models
• Named partner relationships and measurable examples of partner-sourced revenue
• A track record of recruiting and activating partners rather than only maintaining inherited relationships
• Experience building a partner ecosystem, territory, market, or region from an early stage
• The ability to explain how MSP, distributor, reseller, and OEM business models differ
• Experience negotiating commercial agreements involving margins, discounts, revenue sharing, marketing funds, or minimum commitments
• Familiarity with Salesforce and partner-management platforms
• Experience tracking partner-sourced revenue, partner-influenced pipeline, activation rate, time to first deal, and partner productivity
• Strong commercial judgment and the ability to work across sales, marketing, product, finance, and legal teams
• Comfort operating in an environment where the channel strategy and playbook are still being built
• Legal authorization to work in the United States without c