Distribution Channel Manager

Reports to: Director, Global Distribution

Location: Remote US

Compensation Range: $200,000 to $225,000 OTE at a 60/40 split plus equity

What We Do:

Cybercrime is growing, and more businesses are getting hit by threats that used to target only the biggest organizations. That pushes defenders like us to operate at the highest level, and it deepens our need for good people who want to make a meaningful impact.

Founded in 2015 by former NSA cyber operators, Huntress is a remote-first team working to make enterprise-grade cybersecurity accessible to businesses of all sizes. We work closely with security teams and service providers protecting complex environments, often without the time or headcount to handle it all. That’s why we build our technology in-house and back it with a 24/7 human-led Security Operations Center (SOC). As a result, our platform is never disconnected from the experts who manage it, ensuring our customers' protection.

Huntress now secures more than 5M endpoints and 11M identities worldwide. Those numbers keep growing because more businesses rely on us to help carry the load and operate with more confidence. Every day, you can see that commitment in how we stand with our customers and how we show up for each other.

What You’ll Do: 

As the AMER Distribution Channel Manager, you'll be a key player in expanding Huntress's reach and impact. In this hands-on role, you'll be responsible for identifying, developing, and nurturing relationships with our distributor partners to open new high-volume channels and amplify the Huntress brand. You'll report directly to the Head of Global Distribution.

You'll work closely with internal teams and external stakeholders to identify opportunities, develop strategic initiatives, and drive the execution and long-term success of our distributor programs. Your efforts will directly contribute to increasing Huntress's revenues and market presence through these vital partnerships.

Responsibilities:

Distributor Partnership Development & Management:

• Serve as a primary point of contact for key AMER distributor relationships, fostering strong day-to-day connections with their sales teams, product managers, and channel leadership
• Establish regular planning cadences with distributors for partner and customer targeting, pipeline generation, deal registration, and ensuring readiness for both Huntress and distributor sales organizations
• Support the development and deployment of mutual sales materials, and facilitate regular account planning, sales calls, and customer briefings with our distributors
• Proactively identify and assess new market opportunities, specifically within the distributor landscape, and develop effective strategies for partnership expansion

Partner Recruitment & Activation:

• Drive recruitment of net-new channel partners through distributor relationships
• Build activation frameworks that move partners from onboarding to first deal to recurring revenue
• Identify white-space opportunities within distributor partner bases
• Work with distributor sales teams to prioritize target partner profiles

Sales Enablement & Performance:

• Deliver training to distributor seller overlays, channel account managers, and partner development teams
• Equip distributor teams with positioning, competitive differentiation, and objection handling
• Assist in the creation of repeatable sales plays for Huntress through Distribution
• Participate in regular business reviews, tracking progress against agreed-upon targets, including pipeline velocity and deal value for distributor-driven opportunities
• Drive Huntress brand awareness and sales through joint lunch-and-learns, roadshows, executive briefings, and webinars, highlighting Huntress's offerings mapped to distributor solution plays

Pipeline Generation & Development:

• Build and support the execution of joint go-to-market plans with our distributor partners, contributing to strategy, execution schedules, resources, and budgets
• Build joint demand generation initiatives with distributors
• Execute pipeline acceleration campaigns
• Drive deal registration, partner-sourced pipeline, and co-sell engagement
• Monitor funnel conversion metrics across recruited partners

What You Bring To The Team:

• 5+ years of experience in a channel, business development, or sales role, specifically with a focus on distributor relationships, within a B2B SaaS environment, preferably in cybersecurity
• Experience with Distribution, both supporting MSP/Microsoft licensing and traditional resell routes to market, is highly preferred.
• Proven track record of contributing to the growth and management of successful distributor channels, specifically in the area of recruiting and activating channel partners.
• Understanding of the cybersecurity ecosystem and the value of distributor partnerships.
• Strong relationship-building skills, comfortable interacting with various levels within distributor organizations
• A proactive and results-oriented mindset, capable of initiating new relationships and maintaining organized tracking and reporting
• Good communication and presentation skills, with the ability to articulate technical capabilities into clear business outcomes for distributors and joint customers
• Strong organizational skills with an ability to manage multiple projects and priorities.
• Ability to work both independently and collaboratively to establish regular planning cadences and achieve joint targets

What We Offer: 

• 100% remote work environment - since our founding in 2015
• Generous paid time off policy, including vacation, sick time, and paid holidays
• 12 weeks of paid parental leave
• Highly competitive and comprehensive medical, dental, and vision benefits plans 
• 401(k) with a 5% contribution regardless of employee contribution
• Life and Disability insurance plans
• Stock options for all full-time employees 
• One-time $500 reimbursement for building/upgrading home office
• Annual allowance for education and professional development assistance 
• $75 USD/month digital reimbursement
• Access to the BetterUp platform for coaching, personal, and professional growth

Huntress is committed to creating a culture of inclusivity where every single member of our team is valued, has a voice, and is empowered to come to work every day just as they are. 

We do not discriminate based on race, ethnicity, color, ancestry, national origin, religion, sex, sexual orientation, gender identity, disability, veteran status, genetic information, marital status, or any other legally protected status.  

We do discriminate against hackers who try to exploit businesses of all sizes.

Accommodations: 

If you require reasonable accommodation to complete this application, interview, or pre-employment testing or participate in the employee selection process, please direct your inquiries to [email protected]. Please note that non-accommodation requests to this inbox will not receive a response. 

Huntress uses artificial intelligence tools to assist in reviewing and evaluating job applications, including resume screening, skills assessment, and candidate matching and comparisons. These AI tools support our human recruiters in the initial review process but do not make final hiring decisions without human involvement. By submitting your application, you acknowledge this use of AI in our recruitment process. Please review our Candidate Privacy Notice for more details on our practices and your data privacy rights.

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