Senior Channel Manager, Global Distribution

Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market?  Look no further than Veracode! 

Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment.

Learn more at www.veracode.com, on the Veracode blog, and on LinkedIn and Twitter. 

In this role, you will be responsible for managing and growing Veracode’s business with key distribution partners globally. You will collaborate closely with cross-functional teams, including Regional Sales, Channel Sales, Channel Marketing, Solution Architects, Sales and Channel Operations, and Finance to drive incremental growth, ensure effective communication, and provide operational support. This position requires a strategic, data-driven approach to maximize the value of our channel ecosystem and enhance global distribution.

What you will be responsible for:

• Manage and expand Veracode’s revenue with identified distribution partners, ensuring strong end-of-quarter execution and alignment with sales and operational teams.
• Lead global partner initiatives focused on engagement, enablement, and demand generation, and build comprehensive business plans (quarterly, semi-annual, and annual) with distributors.
• Develop and execute strategic distribution plans in collaboration with Partner Account Managers, aligning on local and regional execution.
• Drive new logo acquisition, expansion, and renewal opportunities through global distribution partners, ensuring consistent growth.
• Serve as the primary point of contact for distribution partners and internal teams, providing day-to-day operational support and facilitating smooth communication.
• Conduct quarterly training for distribution teams, ensuring they understand and can articulate Veracode’s value proposition and are compliant with training certifications.
• Leverage ecosystem knowledge to identify “better together” opportunities through cross-functional collaboration.
• Align distribution efforts with AWS and Azure Marketplace strategies and maintain a focus on cloud security solutions and application security.
• Ensure both sales and technical teams at key distribution partners are up-to-date on training certifications for Veracode Velocity Channel Program requirements.

Required Skills:

• 7+ years of experience in global channel sales, specifically managing distribution partnerships within a software or SaaS environment, preferably in cybersecurity.
• Proven experience managing large-scale distribution programs, with knowledge of the Information Security industry, particularly application security.
• Strong analytical, communication, and negotiation skills, with the ability to operate effectively in a fast-paced environment.
• Familiarity with AWS and Azure Marketplace strategies, pipeline management, and SaaS distribution models.
• Strong organizational skills with an ability to prioritize tasks, manage time effectively, and meet deadlines.
• Bachelor’s degree or equivalent experience required; experience in cloud infrastructure or cloud security is preferred.
  

Preferred Skills:

• Experience in managing distribution partners globally, with a strong understanding of cybersecurity and cloud infrastructure ecosystems.
• Proficiency with channel management tools and analytics platforms, with a demonstrated ability to leverage data for strategic decision-making.
• Travel up to 30%, including potential international travel.

What we offer you:

• Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs. 
• Wellness benefits to help you focus on what’s most important.
• “Take What You Need” time off policy.
•  Extensive development and training offerings to help you grow your career at Veracode.
• Generous 401k match to help save for your future.
• Amazing community of professionals who take pride in what we do every day.

Compensation Transparency

In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Click here to view our compensation ranges by grade. Please note, specific compensation may be influenced by various factors including candidates experience, education, and work location.

Job Grade: Principal

Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.