Field Channel Manager; California

Field Channel Manager (California)

Position with eSentire
, a cyber‑threat detection response company.

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business‑disrupting events. The company was founded on the premise that if you can’t find a solution, you build it. Entrepreneurship and innovation are in our DNA. Our culture is based on transparency, teamwork, and continuous innovation.

The Channel Manager wins, maintains, and expands relationships with both assigned and prospective channel partners. Assigned to channel partners based on geography, channel, or market, the Channel Manager is responsible for achieving sales, profitability, and partner recruitment objectives.

• Establish productive, professional relationships with key personnel in assigned partner accounts.
• Coordinate the involvement of company personnel, including support, service, and management resources, to meet partner performance objectives and expectations.
• Meet assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Lead a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Sell through partner organizations to end users in coordination with partner sales resources.
• Manage potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and by strict adherence to channel rules of engagement.
• Lead solution development efforts that best address end‑user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensure partner compliance with partner agreements.
• Drive adoption of company programs among assigned partners.
• Proactively recruit new qualifying partners.

• B.A. or equivalent work experience.
• 10+ years of sales experience, with at least 5 years in a channel manager role.
• Consistent track record of over‑achieving against quota.
• Strong experience in all aspects of sales, including growth strategies, account development, and business planning.
• Excellent grasp of brand building and articulation of value propositions.
• Diplomacy, solid negotiation, conflict resolution, and people‑management skills.
• Planning, preparation, and organizational abilities.
• Capability to engage high‑level executives (C‑suite).
• Excellent teamwork and team‑building skills.
• Ability to build and maintain lasting relationships with corporate departments, key business partners, and customers.
• Knowledge of accounting and financial practices.
• Strong problem identification and problem‑resolution skills.
• High proficiency with Microsoft Office and Salesforce.
• Knowledge of sales and marketing techniques and principles.
• Flexible attitude, ability to perform under pressure.
• Domestic travel up to 50% of the time.

The expected base salary range for this role is $130,000–$155,000 USD and the overall on‑target earnings is between $200,000–$255,000 USD.

At eSentire we work in a collaborative and innovative work environment. We welcome diverse perspectives and celebrate inclusion. If you don’t meet every qualification, we encourage you to apply anyway.

Our package includes comprehensive health benefits, a flexible vacation plan, and participation in the company‑wide equity program.

If you have any accessibility requirements during the recruitment process, please reach out to our HR team at t and accommodation needs will be addressed upon request.