Channel Sales Manager

About the Role

Escape is hiring its first dedicated Partner Sales Manager to build and scale our channel function from the ground up. This is a high-impact, foundational role where you'll establish our partner ecosystem, drive our go-to-market strategy through partnerships, and create scalable processes that will define how we grow with partners globally.

You'll focus primarily on the US market with expansion into Europe, building a robust network of Solution Providers, Resellers, MSSPs/MSPs, and deepening strategic relationships with technology partners like AWS and Wiz. With existing early traction from several large partners (Trace3, Guidepoint..), you'll accelerate momentum and transform these early wins into a repeatable, high-growth channel engine.

This is a true 0-to-1 opportunity for someone who thrives in building programs, establishing processes, and driving measurable revenue impact in a fast-growing security/SaaS environment.

• Establish our partner program infrastructure:
  Design and implement our first formal partner program including tiering, benefits, onboarding processes, and enablement frameworks
• Develop our partner playbook:
  Create repeatable processes for partner recruitment, onboarding, enablement, and ongoing engagement
• Audit and optimize existing relationships:
  Assess current partnerships to identify quick wins and expansion opportunities

• Own and exceed partner-sourced revenue targets:
  Generate qualified pipeline and close business through partner channels with clear quota accountability
• Accelerate AWS partnership:
  Deepen our AWS partnership through co-sell motions, marketplace listings, joint solutions, and executive alignment
• Activate technology partnerships:
  Build co-sell programs with our tech partners like Wiz and other complementary security vendors to drive joint customer value and pipeline
• Expand our reseller/SI network:
  Identify, recruit, and onboard 10-15 strategic partners (Resellers, SIs, MSSPs) in Year 1 with focus on coverage gaps in key markets
• Launch joint marketing initiatives:
  Partner with marketing to execute co-branded campaigns, webinars, events, and lead generation programs that drive measurable pipeline

• Build joint business plans:
  Develop strategic account plans with top partners that define mutual revenue targets, investment commitments, and quarterly milestones
• Cultivate executive relationships:
  Establish C-level and VP-level relationships within partner organizations to drive strategic alignment and long-term commitment
• Align partner GTM with Escape strategy:
  Ensure partner messaging, target customers, and solutions are tightly aligned with Escape's product roadmap and ideal customer profile

• 7+ years in channel/partner sales within software, SaaS, or cybersecurity companies
• Proven track record building partner programs from scratch or scaling early-stage channel functions (experience in companies with)
• Strong relationships with Solution Providers, Resellers, MSSPs, and/or SIs with demonstrated ability to recruit and activate new partners
• Experience with cloud and technology partnerships (AWS, Azure, GCP, or security vendors) including co-sell program development
• Pipeline and revenue accountability:
  History of meeting/exceeding quotas through partner-generated opportunities
• Builder mindset:
  Comfortable with ambiguity, creating processes from scratch, and iterating quickly based on what works
• Data-driven approach:
  Ability to track partner performance, pipeline metrics, and ROI to optimize program investments
• Cross-functional collaboration:
  
  Experience working closely with sales, marketing, product, and customer success teams to align partner efforts

• Experience in application security, or adjacent cybersecurity domains
• Familiarity with AWS Partner Network (APN) programs and co-sell mechanics
• Track record launching joint demand generation campaigns that drive measurable pipeline
• International channel experience (US + Europe)