[All remote jobs](https://jobicy.com/jobs.md)Open role[![Huntress logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/91eae3ae-221.jpg)](https://jobicy.com/company/huntress.md)Remote opportunity at[Huntress](https://jobicy.com/company/huntress.md) # Distribution Channel Manager Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/huntress.md)Share27 Aug 2026Published26Listing views2Application actions26 Sep 2026Apply before Opportunity details ## About this role. AI SummaryHuntress is seeking a Distribution Channel Manager to grow its cybersecurity distribution business across Australia and New Zealand, with broader engagement across APAC distributors. The role owns distributor relationship management, joint go-to-market planning, partner recruitment and activation, enablement, and distributor-sourced pipeline acceleration. Candidates need at least five years of channel, business development, or sales experience in B2B SaaS, ideally cybersecurity, and familiarity with MSP, Microsoft licensing, and reseller routes to market. Success depends on turning distributor plans into measurable recruitment, deal registration, pipeline conversion, and revenue results. This is a remote Australia-based full-time role reporting to the Head of Global Distribution. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, commercially accountable channel role requiring the candidate to influence distributor teams without direct authority while delivering measurable pipeline and revenue outcomes. It also demands strong knowledge of the ANZ/APAC channel ecosystem, cybersecurity positioning, and multi-stakeholder execution. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job medianMarket rate$130,000US market range$110k–$160k0$176k AI insightNo actual salary is disclosed; the AUD 800 reimbursement and AUD 185/AUD 40 monthly allowances are benefits and excluded from salary extraction. For US-market benchmarking only, estimated annual base salary for a mid-to-senior B2B SaaS cybersecurity Distribution Channel Manager is USD 110,000-160,000, with an estimated median of USD 130,000; variable incentive or equity may be additional. ## Core skills Skills and capabilities most closely associated with this opportunity. [Channel management](https://jobicy.com/jobs?search_keywords=Channel%20management.md)[Distribution partnerships](https://jobicy.com/jobs?search_keywords=Distribution%20partnerships.md)[B2B SaaS](https://jobicy.com/jobs?search_keywords=B2B%20SaaS.md)[Cybersecurity](https://jobicy.com/jobs?search_keywords=Cybersecurity.md)[Partner recruitment](https://jobicy.com/jobs?search_keywords=Partner%20recruitment.md)[Partner activation](https://jobicy.com/jobs?search_keywords=Partner%20activation.md)[Go-to-market strategy](https://jobicy.com/jobs?search_keywords=Go-to-market%20strategy.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Sales enablement](https://jobicy.com/jobs?search_keywords=Sales%20enablement.md)[ANZ market](https://jobicy.com/jobs?search_keywords=ANZ%20market.md) Sample interview questionsHow have you converted a distributor relationship into measurable partner-sourced pipeline?I start with a joint account and partner segmentation plan, define the ideal partner profile, and agree on clear activity-to-outcome metrics such as recruited partners, activated partners, registered deals, pipeline, and conversion rates. I then establish a regular operating cadence with distributor sellers and leadership to remove blockers and adjust tactics based on results. What approach would you take to recruit and activate net-new partners through an ANZ distributor? I would identify whitespace in the distributor's installed base, prioritize partners that match Huntress's target customer and service profile, and run coordinated recruitment campaigns with the distributor. Activation would include onboarding, role-based enablement, first-deal support, co-selling, and milestone tracking through the first recurring-revenue opportunity. How would you enable distributor sales teams to position a cybersecurity SaaS solution effectively? I would provide concise, repeatable training focused on ideal customer profiles, business outcomes, competitive differentiation, discovery questions, and objection handling. I would reinforce training with sales plays, short reference materials, and live deal support so sellers can confidently apply the messaging in customer conversations. Which metrics would you use in a quarterly business review with a distributor? I would review partner recruitment and activation, trained sellers, deal registrations, partner-sourced pipeline, pipeline velocity, stage conversion, win rates, average deal value, and revenue contribution. I would pair the data with a practical action plan covering priority partners, campaigns, enablement gaps, and executive sponsorship needs. Describe how you manage competing priorities when multiple distributors and internal teams need support. I use a transparent prioritization framework based on revenue potential, pipeline stage, strategic importance, and urgency. I set clear owners and next steps, maintain a consistent reporting cadence, and communicate trade-offs early so partners and internal stakeholders stay aligned on the highest-impact work. Reports to: Head of Global Distribution Location: Remote Australia 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: You are the kind of channel leader who knows great distribution partnerships do not run on autopilot. You build momentum through clear execution, sharp follow-through, and a constant focus on what actually moves partners from interest to action. 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. You bring Warrior Spirit when the market is noisy, priorities shift, or a partner motion needs rebuilding in real time. You are outcome-obsessed in how you work with distributors, partner sellers, and internal stakeholders. You care about measurable progress, not activity for activity’s sake, and you stay close to the details that drive recruitment, activation, and long-term revenue growth. Responsibilities: Distributor Partnership Development & Management: * 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 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 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 What We Offer: * 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 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. People from all culturally diverse backgrounds, including Aboriginal & Torres Strait Islander Peoples, are encouraged to apply. 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 [accommodations@huntresslabs.com](mailto:accommodations@huntresslabs.com). 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](https://trust.huntress.com/?itemUid=47f0a941-b86f-4864-a0d0-a224a34cfd57&source=click) for more details on our practices and your data privacy rights. Show more [Apply now >](https://jobicy.com/jobs/151844-distribution-channel-manager.md) > Annual salary information is not provided for this position. 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