Channel Marketing Manager

Job description

### Your Next Opportunity Starts Here! CyberOne is growing—and we’re looking for talented people who want to grow with us. We bring together smart, driven professionals who take ownership, challenge themselves and each other, and are passionate about delivering exceptional results for our customers. We move fast, solve complex problems, and believe great work happens when talented people are empowered to make an impact. If you’re looking for a place where your ideas matter, your contributions are valued, and there’s always an opportunity to learn and grow, we’d like to meet you. The Channel Marketing Manager is responsible for developing and strengthening CyberOne’s strategic technology partner relationships and translating those partnerships into measurable marketing and sales opportunities. This role manages partner marketing programs, market development funds (MDF), joint campaigns, field events and conferences, sales enablement, and partner performance across CyberOne’s technology ecosystem. Working cross-functionally with Sales, Sales Operations, Events, Finance, and vendor partner teams, the Channel Marketing Manager will help maximize partner investments, increase partner-influenced pipeline, and strengthen CyberOne’s position within its vendor community. This is an opportunity to build and shape a scalable partner marketing function and establish the processes, relationships, and programs that support its long-term success. ### Essential Functions - Develop and manage strategic relationships with CyberOne’s technology vendors and their channel and partner marketing teams, identifying opportunities to strengthen partnerships, increase engagement, and maximize mutual business value through regular communication, business reviews, enablement sessions, account-mapping activities, and strategic planning. - Manage the end-to-end market development funds (MDF) lifecycle, including eligibility, proposals, approvals, campaign execution, proof of performance, claims, reimbursement, and utilization tracking. - Maintain partner program requirements, including tier status, certifications, incentives, rebates, and other program criteria, proactively identifying actions needed to maintain or improve partner standing. - Develop and execute joint marketing campaigns with strategic partners, including co-branded content, webinars, email campaigns, paid social, content syndication, and other demand-generation initiatives. - Plan and execute field events, industry conferences, and partner-sponsored activities in coordination with the Events team and vendor partners, including logistics, on-site setup, staffing, and teardown, serving as an in-person representative of CyberOne to partners, customers, and attendees. - Leverage partner ecosystem and account-mapping tools to identify shared accounts, potential opportunities, and co-sell activity, partnering with Sales to translate insights into actionable pipeline opportunities. - Develop and deliver vendor-focused sales enablement programs that equip account executives with relevant positioning, messaging, competitive insights, and partner resources. - Partner cross-functionally with Sales, Sales Operations, Events, and Finance to coordinate partner programs, marketing investments, events, incentives, and related activities. - Track, analyze, and report partner marketing performance, including MDF utilization, campaign results, partner engagement, and partner-influenced pipeline using applicable CRM, marketing automation, and partner platforms. - Support the onboarding of new technology vendors and maintain accurate partner program, relationship, and performance information. ### Success In The Role - Build trusted, productive relationships with strategic vendor partners that generate increased funding, leads, and co-sell opportunities for CyberOne. - Increase utilization of available MDF while minimizing funds lost due to expiration or missed program requirements. - Maintain partner tier, certification, and program standing across strategic vendors with minimal unplanned lapses. - Deliver joint marketing programs and campaigns that contribute measurable engagement and partner-influenced pipeline. - Execute field events and partner-sponsored activities that run smoothly on-site, strengthen partner satisfaction, and generate qualified engagement and pipeline. - Strengthen sales readiness by equipping account executives with the knowledge, positioning, and resources needed to effectively represent partner solutions. - Establish scalable, repeatable partner marketing processes and an operating rhythm that supports CyberOne’s continued growth. ### Qualifications **Required:** - Four or more years of B2B marketing experience, including at least two years of experience in partner, channel, alliance, or similar relationship-driven marketing. - Experience developing and executing co-branded or partner marketing campaigns across multiple programs or stakeholders. - Working knowledge of channel and partner programs, including partner tiers, deal registration, distribution, rebates, incentives, and related program requirements. - Experience developing and delivering sales enablement programs, presentations, or training for sales or internal audiences. - Experience working with CRM, marketing automation, or partner management platforms. - Demonstrated ability to manage multiple programs, priorities, deadlines, and stakeholder relationships simultaneously. - Experience supporting trade shows, conferences, or field marketing events, including on-site execution, setup, and teardown. **Preferred:** - Experience within cybersecurity, IT services, a value-added reseller (VAR), systems integrator, managed service provider (MSP), managed security service provider (MSSP), or similar technology environment. - Hands-on experience managing MDF programs, including proposals, approvals, proof of performance, claims, reimbursement, and utilization tracking. - Experience building or significantly expanding a partner or channel marketing function. - Established relationships with technology vendor channel or partner marketing teams. - Experience with Salesforce, HubSpot, Crossbeam, or similar CRM, marketing automation, and partner ecosystem platforms. - Familiarity with partner programs and portals used by major cybersecurity and infrastructure technology vendors. - General understanding of cybersecurity services and solutions, including Managed Detection and Response (MDR), Risk & Compliance, and Professional Services. ### Work Environment - This position operates in a hybrid work environment in accordance with company policy and business needs. - Regular travel of approximately 25% is required to support vendor and partner meetings, industry conferences, company-sponsored events, and other business needs. - Early morning, evening, and weekend work is regularly required to support event setup and teardown, conferences, partner activities, or other business needs. - Work is generally performed in a professional, climate-controlled office environment using standard office equipment and technology. The position may also work in customer, partner, conference, event, or outdoor environments as business needs require. ### Physical Demands Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position. While performing the duties of this position, the employee may be required to: - Remain in a stationary position for extended periods of time. - Move throughout office, customer, partner, conference, and event environments. - Stand and walk for extended periods on conference and event floors. - Frequently operate computers, telephones, and other standard office equipment. - Communicate effectively in person, by telephone, and through electronic communication. - Travel by automobile and/or commercial transportation as required for business purposes. - Frequently lift and/or move items weighing up to 50 pounds, including event materials, displays, and shipping cases, when supporting events.