Distribution Channel Manager

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. In this role, you will help expand Huntress across ANZ by building strong distributor relationships, turning joint plans into pipeline, and making it easier for partners to sell with confidence.

Responsibilities

You will help expand Huntress across ANZ by building strong distributor relationships, turning joint plans into pipeline, and making it easier for partners to sell with confidence; Serve as a primary point of contact for key ANZ and other APAC 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; 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; 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; 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

Requirements

5+ years of experience in channel, business development, or sales roles with a strong focus on distributor relationships in a B2B SaaS environment, ideally in cybersecurity; Experience supporting distribution models that include MSP, Microsoft licensing, and traditional reseller routes to market; A track record of growing distributor partnerships and driving partner recruitment, activation, and revenue outcomes through those channels; A practical understanding of the cybersecurity ecosystem and how distributor partnerships expand market reach and customer impact; The ability to build trust across distributor organizations and work effectively with both internal teams and external stakeholders; Strong operational discipline, including the ability to manage multiple priorities, maintain clear reporting, and stay close to execution details that affect pipeline outcomes; Comfort using AI to work faster and smarter on research, planning, and written outputs, while knowing when to validate details and rely on human judgment

Nice to have

Experience in cybersecurity

Benefits

Fully remote work; At least one annual trip to the US for Summer Summit, with additional local events in Australia; New starter home office set up reimbursement ($800 AUD); 12 weeks paid parental leave for both primary and secondary carers; Monthly digital allowance for personal phone and internet costs ($185 AUD); Monthly home office tech stipend to upgrade or replace equipment ($40 AUD); Subsidised private health insurance through our preferred provider; Stock options for all full-time employees; Access to the BetterUp platform for coaching, personal, and professional growth