WHO ARE WE?
Searchlight Cyber is a leading SaaS B2B cybersecurity company specializing in Continuous Threat Exposure Management (CTEM), offering both Attack Surface Management (ASM) and Threat Intelligence solutions to help organizations proactively identify and mitigate threats. Historically, our sales efforts have focused on direct customer engagements, but we continue to expand our reach through channel partnerships, including resellers, VARs, and MSSPs.
To support this transition and scale our operations, we are seeking a Channel Manager to manage and support our global partner ecosystem across both Government and Commercial sectors.
ABOUT THE POSITION
The Channel Manager will be responsible for managing and supporting our partner network throughout their engagement with Searchlight Cyber. This role will focus on operational excellence—streamlining partner onboarding, executing agreements, facilitating joint go-to-market initiatives, and providing ongoing support to ensure partner success.
The Channel Manager will not be directly responsible for selling with the Partners but will play a critical role in enabling the sales team to focus on partner acquisition and revenue growth.
The Channel Manager will also contribute to the development and evolution of our global partner program, including partner tiering, incentives, and programmatic benefits.”
WHAT WILL I DO?
* Channel Strategy & Administration
o Work closely with leadership to refine and implement our channel strategy.
o Draft and manage partner agreements, ensuring alignment with business goals and legal requirements.
o Maintain accurate records of partner activities, performance, and contracts.
o Collaborate with sales leadership to define partner profiles and support recruitment strategies across regions.
* Partner Onboarding & Enablement
o Develop and manage a structured onboarding process for new partners.
o Ensure all partners understand our solutions, sales processes, and engagement models.
o Coordinate training sessions and provide partners with necessary resources.
o Localize onboarding and training materials to ensure relevance for regional markets and compliance with local norms.
* Partnership Management & Support
o Serve as a primary point of contact for existing partners, ensuring they receive the necessary support.
o Develop and maintain strong relationships with partners to drive engagement and performance.
o Monitor partner performance and implement improvement plans where necessary.
o Act as a liaison between partners and internal teams, including sales, marketing, and operations.
o Define and monitor partner KPIs and performance metrics, and develop dashboards or reports to track partner-driven pipeline and engagement.
* Joint Go-to-Market Initiatives
o Coordinate marketing activities and events with partners to drive demand generation, liaising closely with the marketing department.
o Assist in developing joint marketing materials and sales enablement tools, working closely with the marketing team.
o Organize partner webinars, roadshows, and other collaborative initiatives.
o Plan regionalized partner events and go-to-market activities in coordination with local teams to account for time zones and cultural context.
* Process Optimization & Scalability
o Identify and implement process improvements to enhance partner support and engagement.
o Develop a scalable framework for partner management as the channel business grows.
o Collaborate with internal teams to ensure seamless integration of channel operations.
o Identify gaps in partner ecosystem coverage and recommend strategic expansion opportunities in underserved verticals or geographies.
WHAT ARE WE LOOKING FOR?
* Experience in channel management, partner programs, or operations within a SaaS software company focusing on cybersecurity or a related segment.
* Strong understanding of the VAR, MSSP, and reseller ecosystem in both Government and Commercial markets globally. While the responsibility will be for our global business in all market segments, in terms of related experience, most important to have experience working in the US market, followed in importance by EMEA, South America and APAC. For market segments, most important to have experience working with the Commercial Market.
* Experience with partner onboarding, contract negotiation, and program development.
* Ability to manage multiple priorities and work cross-functionally with sales, marketing, and operations teams.
* Excellent communication and relationship-building skills.
* Strong project management skills with attention to detail.
* Experience working with or managing Partner Relationship Management (PRM) platforms, Learning Management Systems (LMS) and Customer Relationship Management (CRM) systems.
* Comfortable operating across time zones and adapting programs to suit different international markets and compliance environments.
WHAT’S IN IT FOR ME?
Job satisfaction; working for a company that is genuinely making people's lives better and helping to reduce the impact of internet based crime. You will have the opportunity to grow your career with the company in a very exciting industry.
On top of a generous salary in line with your experience, you’ll receive a great benefits package and a learning and development plan to help ensure your career always moves in the right direction.
We’re a committed team of professionals all from diverse backgrounds - software, data, security, sales and more. We all come together with a real passion for technology and a drive to make a difference - we’re committed to protecting society from threats and actors who use and abuse the dark web.
You’ll be challenged with interesting projects that will help you think outside the box and have plenty of opportunities to learn and practice new skills. You’ll be a key member of the team, directly contributing to our customer and supplier relationships and helping business goals. We believe in training & development, having fun and a great work life balance.
INTERVIEW PROCESS
* Screening Call with our Talent Manager
* Interview with line manager and senior management
o We’d love to meet you in person for an interview, but are happy for a video call too!
* Offer and onboarding
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