VAR Sales Manager

Manager, Channel & VAR Alliances - Americas

Role Overview

The Manager, Channel & VAR Alliances - Americas will play a key role in growing and supporting Cornerstone's Value-Added Reseller (VAR) and channel partner ecosystem. This person will manage assigned partner relationships, execute joint go-to-market activities, and ensure VAR sellers are fully equipped with the collateral, messaging, and resources needed to effectively represent Cornerstone's portfolio. Working closely with sales, marketing, and other cross-functional teams, the Manager will focus on driving partner-sourced and influenced revenue, supporting active opportunities, and maintaining strong partner engagement. This is a hands-on role for someone who thrives in building relationships, managing multiple priorities, and turning strategy into measurable results.

In this role you will...

Partner Relationship Management

Act as the primary day-to-day contact for assigned VARs, ensuring alignment with Cornerstone's sales teams, maintaining engagement, and fostering a collaborative partnership.

Revenue Growth Support

Work with partners to identify opportunities, support co-sell motions, and execute programs that increase partner-sourced and influenced ARR.

Joint Go-To-Market Planning

Support the development and execution of quarterly and annual business plans, tracking pipeline goals, marketing commitments, and sales activities.

Internal Collaboration

Coordinate with Sales, Marketing, Product, and Customer Success to give partners the tools and resources needed for success.

Performance Tracking

Monitor and report on partner performance, pipeline health, and key activities, providing insights to leadership.

Ecosystem Expansion

Assist in identifying, vetting, and onboarding new VARs to grow market coverage and penetration.

You've got what it takes if you've got...

• 7+ years in channel sales, partner management, or alliances, ideally in B2B SaaS or enterprise software.
• Proven ability to manage multiple partner relationships and deliver measurable impact.
• Knowledge of channel sales processes, co-sell models, and partner enablement best practices.
• Strong relationship management, communication, and presentation skills.
• Ability to work effectively in a fast-paced, cross-functional environment.
• Data-driven mindset with experience tracking and reporting partner performance.