The Role
Own and grow revenue generated through existing strategic channel partners, including system integrators, advisory firms, and technology alliances. Responsibilities include managing partner-sourced pipeline and forecasts, expanding partner relationships, supporting deal progression, delivering enablement and training, executing joint go-to-market initiatives, and aligning partners around AI Governance, IRM/GRC, and SecOps solutions. The role requires executive engagement, cross-functional collaboration, performance tracking, and travel of up to 50%.
Summary Generated by Built In
This is a remote position.
Channel Manager – Enterprise Risk Management - Remote U.S.
Role Overview
Templar Shield is seeking a Channel Manager to own and scale revenue generated through existing strategic channel partners, including system integrators, advisory firms, and technology alliances. This role is accountable for partner - sourced and partner - influenced sales targets, with a primary focus on expanding impact, consistency, and market penetration within the current partner ecosystem.
This is an execution - oriented role. You will drive pipeline creation, partner readiness, joint go - to - market motions, enablement programs, and deal progression across ERM domains: AI Governance, Integrated Risk Management (IRM/GRC), and Security Operations (SecOps). The role partners closely with internal practice leaders, vertical leaders, and delivery teams to align offerings, messaging, and execution.
The ideal candidate understands how risk management solutions are positioned, sold, and delivered through partners - and how to turn enablement into sustained revenue.
About Templar Shield
Templar Shield is a boutique, high-performance consulting firm and ServiceNow Elite Partner. We specialize in Integrated Risk Management, Cybersecurity, Third-Party Risk, Operational Resilience, and AI Governance for highly regulated industries including critical infrastructure, financial services, healthcare, energy, and public sector.
Primary Responsibilities
Channel Revenue & Pipeline Ownership
- Own and deliver quarterly and annual revenue targets sourced or influenced by existing channel partners.
- Build, manage, and forecast a partner - driven pipeline across risk management offerings.
- Work closely with internal practice leaders, vertical leaders, and delivery teams to align partner activity with industry - specific strategies and solution priorities.
- Support deal strategy, qualification, and progression in partner - led and co - delivery engagements.
- Track and report on partner performance metrics including pipeline creation, conversion rates, deal velocity, and revenue contribution.
Partner Relationship Management & Expansion
- Serve as the primary relationship owner for assigned channel partners, strengthening executive, sales, and delivery - level engagement.
- Expand the breadth and depth of offerings sold through existing partners, increasing adoption across AI Governance, risk, compliance, and security use cases.
- Develop and maintain joint account strategies and execution plans with partners and internal teams.
- Act as an escalation point for partner - related commercial, delivery alignment, or go - to - market issues.
Partner Enablement, Training & Readiness
- Design and execute enablement programs to increase partner capability across AI Governance, IRM/GRC, and SecOps solutions.
- Coordinate sales - focused training sessions to improve partner confidence and effectiveness.
- Ensure partners understand drivers, expectations, and enterprise risk pain points.
- Collaborate with internal subject matter experts to keep partner enablement aligned with evolving regulations, AI risk considerations, and platform capabilities.
Joint Go - to - Market, Marketing & Events
- Plan and execute joint go - to - market initiatives with existing partners, including webinars, workshops, industry events, and executive briefings.
- Work with practice teams to develop partner - ready messaging, campaigns, and materials aligned to specific industries and buyer personas.
- Support partner - led and jointly hosted events that drive qualified pipeline and customer engagement.
- Measure the effectiveness of partner marketing and event activity and refine strategies based on results.
Domain Alignment: AI Governance, Risk & Security
- Understand core GRC/IRM and SecOps concepts
- Support partners in articulating business outcomes to executive buyers such as CROs, CISOs, CIOs, and compliance and risk leadership.
Requirements
Required Qualifications
- 5+ years of experience in channel management, partner sales, or alliance roles within enterprise software, cybersecurity, risk management, or AI governance domains.
- Proven experience delivering partner - sourced or partner - influenced revenue targets.
- Experience managing and expanding relationships within established channel partners (system integrators, advisory firms, or technology partners).
- Demonstrated knowledge of AI Governance, GRC/IRM, and/or SecOps concepts and buyer personas.
- Experience working cross - functionally with practice leaders, vertical leaders, delivery teams, and marketing.
- Excellent communication, relationship management, and executive engagement skills.
- Comfortable operating in a remote, fast - paced environment with multiple partners and concurrent initiatives.
- Willing to travel up to 50%
Preferred / Nice-to-Have
• Experience within the ServiceNow ecosystem or similar enterprise platforms.
• Background supporting or selling solutions related to AI governance, compliance, audit, risk management, or security operations.
• Familiarity with regulated industries such as financial services, critical infrastructure, healthcare, energy, or public sector.
• Experience executing partner - led events, workshops, and enablement programs tied directly to pipeline outcomes.
Benefits
What We Offer
- Competitive compensation + annual performance-based bonus
- 100% remote-first culture
- Employer-sponsored health, dental, LTD, and life insurance coverage
- 401(k) with company match
- Paid training and certification sponsorship
- Work on frontier projects at the cutting edge of AI + Risk Management
- A collaborative culture where your process designs shape real industry solutions
Skills Required
- 5+ years of experience in channel management, partner sales, or alliance roles within enterprise software, cybersecurity, risk management, or AI governance
- Proven experience delivering partner-sourced or partner-influenced revenue targets
- Experience managing and expanding relationships with established channel partners, including system integrators, advisory firms, or technology partners
- Knowledge of AI Governance, GRC/IRM, and/or SecOps concepts and buyer personas
- Experience working cross-functionally with practice leaders, vertical leaders, delivery teams, and marketing
- Excellent communication, relationship management, and executive engagement skills
- Ability to operate in a remote, fast-paced environment with multiple partners and concurrent initiatives
- Willingness to travel up to 50%
- Experience within the ServiceNow ecosystem or similar enterprise platforms
- Background supporting or selling solutions related to AI governance, compliance, audit, risk management, or security operations
- Familiarity with regulated industries such as financial services, critical infrastructure, healthcare, energy, or public sector
- Experience executing partner-led events, workshops, and enablement programs tied directly to pipeline outcomes
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The Company
What We Do
Templar Shield is a specialized risk, security, identity, and AI governance advisory firm. It helps organizations manage cybersecurity, enterprise risk, operational technology, identity, and emerging AI risks across IT, OT, cloud, and AI systems. The company delivers advisory, integrated risk transformation, consulting, operations, and technical solutions for Fortune 1000 companies and government entities across multiple industries and complex business functions.
