Nightfall
SaaS
FoundingChannelManager(West)
Neural analysis suggests this role is
optimal for Mid candidates.
“Founding Channel Manager (West) at Nightfall. Skills: channel management, partner acquisition, regional scale, pipeline generation, revenue generation. Define and execute a West region channel recruitment strategy. Identify, onboard, and enable distributors and VARs”
What You'll Achieve.
Drive partner acquisition and regional scale through distributors and resellers; Grow and manage a portfolio of high-performing reseller partners; Drive partner-sourced and partner-influenced pipeline and revenue; Optimize for scale and repeatability
Industry & Context.
Willingness to travel within the region to meet partners and customers
What They're Looking For.
Must Have
5+ years of channel management experience, Cybersecurity domain expertise, Established network of channel partners, distributors, and security leaders in the West, Proven track record of exceeding indirect revenue or pipeline targets, understanding of the full sales lifecycle and partner co-sell motions, Ability to work effectively with technical and business stakeholders, Excellent communication, presentation, and relationship-building skills, Self-starter mindset with the ability to operate in a high-growth, fast-moving environment, Willingness to travel within the region to meet partners and customers
Nice to Have
ideally in B2B SaaS and cybersecurity, preferably in DLP, CASB, Insider Risk, or adjacent security platforms
What You'll Do.
Define and execute a West region channel recruitment strategy
and enable distributors and VARs
Grow and manage a portfolio of high-performing reseller partners
Drive partner-sourced and partner-influenced pipeline and revenue
Enable partners through training
and go-to-market programs
Track partner performance and optimize for scale and repeatability
How You'll Work.
Team & Collaboration
Collaborate closely with direct sales, marketing, and product teams on co-sell motions
Communication Scope
Excellent communication, presentation, and relationship-building skills
Full Job Description
About Nightfall: Nightfall is the AI-native, unified data loss prevention and insider risk management platform that protects sensitive data across SaaS apps, GenAI tools, email, endpoint devices, and more. Hundreds of customers, spanning AI innovators to top 10 banks, trust Nightfall to detect and stop data exfiltration at scale. Nightfall enables organizations to innovate freely without the risks of losing intellectual property or exposing customer data. Our agentic platform helps security teams regain their time by putting data loss prevention on autopilot. With automatic remediation, security violations can be resolved automatically before they become incidents, and end-users can be automatically trained and coached in the moment to self-heal violations that they introduce. Nightfall is backed by leading VC firms including Bain Capital Ventures (Enrique Salem - former CEO of Symantec), Venrock (early investors in Cloudflare), WestBridge Capital, Pear VC (early investors in Dropbox and Doordash), and a cadre of cybersecurity leaders including Frederic Kerrest (founder of Okta), Maynard Webb (former COO of eBay), Ryan Carlson (President of Chainguard), Kevin Mandia (founder of Mandiant), and many others. About the role: Nightfall is hiring our first Channel Account Manager in the West to drive partner acquisition and regional scale through distributors and resellers. What You’ll Do - Define and execute a West region channel recruitment strategy - Identify, onboard, and enable distributors and VARs - Grow and manage a portfolio of high-performing reseller partners - Drive partner-sourced and partner-influenced pipeline and revenue - Collaborate closely with direct sales, marketing, and product teams on co-sell motions - Enable partners through training, joint planning, and go-to-market programs - Track partner performance and optimize for scale and repeatability Qualifications - 5+ years of channel management experience, ideally in B2B SaaS and cybersecurity - Cyber
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