Field and Channel Marketing Manager

Description

About Reco

AI agents are deploying themselves inside your SaaS stack. Most security teams have no idea. Reco is the platform that changes that -- unified SaaS security, identity governance, and AI agent security in a single control plane.

The Role

This role sits at the intersection of regional demand generation and partner-led growth. You'll own the marketing motion for the West territory -- running programs that put Reco in front of the right accounts, and building co-marketing relationships with the partners who extend our reach into accounts we can't cover alone.

You're a builder. You'll design the programs, run the numbers, and make judgment calls about where to invest. That includes flagship industry events: you'll own RSA Conference and Black Hat USA end-to-end. You'll work directly with West field sales, channel partners, and the broader marketing team. This role reports to the VP Marketing.

Responsibilities

What You'll Do

Field Marketing — West Territory

• Plan and execute regional demand gen programs aligned to West sales territory goals: events, executive dinners, ABM campaigns, webinars, and digital activations
• Own the regional event calendar end-to-end: venue, logistics, invitations, follow-up sequences, and pipeline reporting
• Collaborate with BDRs and AEs to convert event attendees into pipeline
• Adapt corporate messaging and campaigns for regional audiences and verticals

Flagship Event Ownership

• Own RSA Conference and Black Hat USA end-to-end: booth logistics, speaking submissions, hosted events, partner activations, lead capture, and post-show follow-up sequences
• Coordinate with corporate marketing, sales, and BDRs to maximize pipeline from every flagship event
• Track and report event ROI: leads, meetings booked, pipeline influenced, and cost per opportunity

Channel Marketing

• Build and manage co-marketing programs with key partners: resellers, MSSPs, and distributors
• Own Marketing Development Funds (MDF): allocation, tracking, compliance, and ROI reporting
• Ensure partners have the content, tools, and context they need to generate pipeline; coordinate with marketing to fill gaps

Reporting and Operations

• Track and report on pipeline generated, cost per opportunity, event ROI, and partner-influenced revenue
• Manage the West regional marketing budget with discipline: know where every dollar is going and what it's producing
• Maintain clean data hygiene in Salesforce and HubSpot across campaigns and partner activities

AI-Native Execution

• Use AI tools (Claude, ChatGPT, or equivalent) to draft, test, and iterate on campaign copy, event briefs, and partner collateral -- as part of your daily workflow, not occasionally
• Automate routine campaign ops tasks: follow-up sequences, MDF request processing, event registration workflows
• Use AI-assisted research to identify regional account signals, partner whitespace, and event targeting opportunities
• Stay current on AI tools relevant to field and channel marketing; bring recommendations to the team

Requirements

What You Bring

• 5+ years in B2B field and/or channel marketing, preferably in cybersecurity or enterprise SaaS
• Proven track record running regional events and co-marketing programs that produced pipeline, not just attendance
• Direct experience owning flagship conference execution -- RSA, Black Hat, or comparable -- end to end
• Experience managing MDF programs and partner relationships in a channel ecosystem (VAR, MSSP, distributor)
• Hands-on with Salesforce and HubSpot: building reports, using data for planning
• Strong project management instincts
• Comfortable with ABM concepts and tools
• Based in the US West; willingness to travel for events (estimated 25-35%)
• You use AI tools in your work already -- not as a curiosity, as infrastructure

Nice to Have

• Background selling into or marketing to CISO, VP Security, or security practitioner personas
• Experience at a Series B or growth-stage company where you built processes, not just ran them
• Familiarity with intent data platforms and multi-touch attribution

Why This Role

The AI agent security market is moving fast and Reco is ahead of it. CISOs are actively asking about this category. RSA and Black Hat are two of the biggest stages in security -- you'll own both of them.

Direct line to VP Marketing, CRO, and West sales leadership.