Role Description Ready to take ownership of a high-impact territory and help partners win bigger in the rapidly evolving world of Unified Communications? As a Regional Channel Manager, you won’t just manage partnerships — you’ll build strategic alliances that generate pipeline, accelerate revenue, and empower partners to thrive. - Develop, recruit, and expand strategic channel partnerships across the region to drive recurring revenue growth and market expansion. - Generate sales-qualified pipeline through partner engagement, co-selling initiatives, demand generation campaigns, and territory development activities. - Enable partners to successfully position and sell Sangoma’s UCaaS, CCaaS, VoIP, Hybrid Cloud, Voice, and Data solutions. - Serve as the primary relationship owner for channel partners, providing ongoing business planning, sales enablement, training, and operational support. - Conduct regular partner business reviews (QBRs) focused on pipeline growth, revenue performance, market opportunities, and strategic alignment. - Collaborate with partners on joint go-to-market strategies, account mapping, lead generation campaigns, and competitive displacement opportunities. - Drive partner activation and engagement by implementing incentive programs, onboarding initiatives, and sales acceleration activities. - Maintain accurate pipeline forecasting, partner activity tracking, and opportunity management within CRM systems such as Salesforce. - Work cross-functionally with Sales, Marketing, Engineering, Product, and Support teams to maximize partner success and customer satisfaction. - Analyze market trends, competitive activity, and customer needs to identify new business opportunities and adjust territory strategies accordingly. - Act as the voice of the partner by delivering market feedback, customer insights, and competitive intelligence to internal stakeholders. - Represent Sangoma at industry events, partner conferences, trade shows, and networking opportunities to strengthen brand awareness and channel growth. - Develop executive-level relationships with partner leadership teams to increase strategic alignment and long-term business development. Qualifications - 3–5+ years of channel sales, partner management, or indirect sales experience within Unified Communications, UCaaS, CCaaS, VoIP, telecom, cloud communications, or related technologies. - Proven success generating partner-driven pipeline and achieving revenue growth through channel relationships within the assigned territory. - Established relationships with telecom agents, Technology Service Broker, distributors, technology consultants, VARs, MSPs, or reseller partners in the region. - Strong understanding of UCaaS, CCaaS, VoIP, SIP, networking, cloud communications, and related business communication technologies. - Experience developing and executing territory growth strategies, partner business plans, and go-to-market initiatives. - Demonstrated ability to recruit, onboard, enable, and grow channel partners that deliver measurable business results. - Strong knowledge of the competitive communications landscape, including providers such as RingCentral, Zoom, Microsoft Teams Voice, Cisco, 8x8, Dialpad, or similar platforms. - Experience conducting partner training, QBRs, pipeline reviews, and executive-level business discussions. - Excellent communication, presentation, negotiation, and relationship-building skills with the ability to influence stakeholders at all levels. - Proficiency with CRM and channel management tools such as Salesforce, PRM platforms, and pipeline forecasting systems. - Strong analytical and strategic planning skills with the ability to interpret market trends, sales data, and territory performance metrics. - Self-motivated, highly organized professional with the ability to manage multiple partner relationships and priorities effectively. - Ability to travel throughout the territory as needed to support partner engagement, events, and customer opportunities. - Bachelor’s degree in Business, Marketing, Communications, or related field preferred. - Experience with AI-powered communications, contact center technologies, or conversational AI solutions is a plus. Benefits - Extensive Benefit Options (Health, Vision, Dental, Long & Short term Disability) effective after a short waiting period. - Flexible PTO plan & Company Holidays. - Entrepreneurial work environment partnered with high-growth career opportunities. - Competitive salary plus a variable commensurate with years of experience in this specific position and the candidate's location. - Equal opportunity employer as to all protected groups, including protected veterans and individuals with disabilities. - You must be authorized to work in the United States full-time for any employer. No agencies, please.

Role Description The Surveillance Manager oversees a regional team of field-based Surveillance Investigators (SIs), ensuring the effective execution of mobile surveillance operations. This role requires a strong background in investigative techniques, people management, strategic deployment, and operational excellence. The Surveillance Manager will be responsible for ensuring all investigative activities comply with legal standards and company procedures, while also serving as a mentor and quality control leader. Key Responsibilities - Supervise, train, and support a team of Surveillance Investigators across multiple regions. - Assign, manage, and monitor investigator caseloads to meet client deadlines and company performance benchmarks. - Ensure all surveillance operations are conducted lawfully, ethically, and in accordance with internal protocols. - Review and audit surveillance reports and video documentation for quality, accuracy, and compliance. - Provide regular feedback and coaching to team members to enhance investigative performance and skill development. - Serve as a liaison between field investigators and executive leadership, providing status updates and operational insights. - Assist with investigator recruitment, onboarding, and retention strategies to maintain team effectiveness. - Evaluate surveillance technologies and procedures, recommending improvements or upgrades as needed. - Maintain and enforce high standards of discretion, confidentiality, and professional conduct across all field operations. - Analyze trends in fraud, regional activity, and investigator productivity to inform strategic decisions. - Travel as necessary to conduct field evaluations, support high-profile cases, and ensure team compliance. Qualifications - Minimum 5 years of experience in surveillance investigation, law enforcement, or private security, with at least 2 years in a supervisory or management role. - Valid Private Investigator license (or eligibility to obtain based on state regulations). - Class "MA", "M", or "C" License required to perform managerial duties in the state of Florida. - Proven leadership skills with experience managing remote or field-based teams. - Advanced knowledge of mobile surveillance techniques, investigative procedures, and applicable legal constraints. - Strong written and verbal communication skills, with the ability to train and evaluate detailed surveillance reports. - Proficiency in using surveillance equipment and digital investigation tools. - Ability to manage multiple priorities and deadlines in a fast-paced environment. - Strong organizational skills and attention to detail. - High level of integrity, ethics, and professionalism. - Associate's or Bachelor's Degree in Criminal Justice, Security Management, or a related field preferred. Requirements - Valid driver’s license and clean driving record. - Auto insurance meeting 100/300/100 coverage limits. - Ability to travel regionally as needed. - Must be able to pass a background check. Benefits - Competitive salary based on experience and qualifications. - Performance-based bonuses. - Comprehensive benefits package including health, dental, vision, and life insurance. - Paid time off and holidays. - Expense and mileage reimbursement. - Ongoing training and professional development opportunities.

Role Description As a Customer Success Manager at Chainguard, you will be the post-sales primary point of contact for our Enterprise customers. You will be responsible for taking lead on customer engagements across onboarding, implementation, and adoption. In this role, you will work closely with Solutions Architects, Technical Support, Product Management, Engineering, and Sales to ensure the successful onboarding and support of your customers. You are their day-to-day contact, building relationships with customers and driving outcomes, adoption, and delivering time-to-value. What you’ll do: - Customer Onboarding: Lead the technical onboarding process for new customers. Partner with customers, pre-sales, and post-sales teams to understand requirements, goals, and challenges to formulate an onboarding plan. - Customer Advocacy: Act as the voice of the customer within the organization, advocating for customer needs and requirements to internal teams. This means being a team player and having strong collaboration skills - this role must align with many different internal teams, influence them to act toward customer needs. - Issue Management: Collaborate with Technical Support and Customer Engineering teams to ensure timely resolution to customer issues. - Product Expertise: Develop hands-on technical knowledge of Chainguard and stay up-to-date with industry trends, new features, and best practices so you can help customers optimize their use of Chainguard. - Training & Education: Collaborate with customers and our Edu team to ensure customers are educated on product features, best practices, and security principles. - Account Management: Develop relationships with multiple levels of customer stakeholders from technicians to CISOs. Work closely with sales teams to identify the best path to renew and expand customers while minimizing churn risks. Qualifications - 5+ years experience in enterprise, customer facing roles collaborating with both technical and business teams - Customer Success, Professional Services, Technical Account Management or a combination of those plus Sales, Solutions Engineering, or Technical Support. - Relevant domain knowledge of one or more of the following: Supply Chain Security, DevSecOps, AppSec, security infrastructure, containers, regulatory compliance requirements, vulnerability management, software development lifecycle. - This is a strategic and proactive role, our expectation is that this person will take full ownership of their customer portfolio and act with a high level of autonomy. - An entrepreneurial mindset - you will often build entirely new processes or practices to ensure we best serve customers. - Demonstrates a strong commitment to continuous personal and professional development, actively seeking opportunities to enhance skills, expand knowledge, and advance within their career and field. - Driven, high emotional intelligence, and strong priority management skills. Requirements - Strongly Preferred: Previous early-stage startup experience. - Passion for technology & cybersecurity. - Relevant hands-on technical experience, in one or more of the following domains: cloud computing environments (AWS, GCP, Azure), containers, Linux, Supply Chain Security, DevSecOps, AppSec, security, security infrastructure, regulatory compliance requirements, vulnerability management, software development lifecycle. Benefits - Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs. - Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options. - 100% Covered Health Insurance: We cover 100% of your health, vision, and dental insurance premiums for you and your dependents. - ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. - 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year.

• You'll work with our channel partners to establish rapport and build relationships, assess business needs, as well as suggest additional program vendors that will benefit that client. We offer you complete training, a laptop and the tools you need to be successful • Actively participate in all company meetings and marketing campaigns • Set an appointment schedule, conduct pre-call planning, document all work related activities in Salesforce, and follow-up on all leads in a timely manner. Having proficiency in our CRM tool will help team members to stay organized in a high energy and exciting new role