Head of Channel Partnerships

Accountabilities: Design, launch, and scale a comprehensive channel partner program, defining partner strategy, program structure, incentive models, operating processes, and long-term growth plans.

Identify, recruit, onboard, and develop strategic regional partners, including value-added resellers (VARs), managed security service providers (MSSPs), and alliance partners.

Build trusted relationships with partner organizations while driving joint pipeline generation, co-selling initiatives, and sustainable revenue growth.

Develop partner enablement resources, sales tools, training programs, and scalable deal registration processes that support successful partner engagement.

Collaborate closely with Solutions Engineering, Revenue Operations, Product, Engineering, and executive leadership to optimize partner success and continuously improve channel operations.

Gather customer and partner feedback to help influence product direction and strengthen go-to-market strategies.

Represent the organization at industry conferences, partner events, and customer engagements while tracking program performance and reporting strategic insights to executive leadership.

Requirements

8–10+ years of experience building, leading, and scaling channel partnership programs within high-growth technology organizations.

Demonstrated success creating channel programs from the ground up rather than managing existing partner ecosystems.

Strong experience operating within channel-first or channel-only go-to-market models.

Established relationships with regional VARs, MSSPs, strategic alliance partners, or similar technology partner networks.

Proven track record of generating measurable pipeline growth and revenue through channel partnerships.

Strong strategic planning, business development, negotiation, and relationship management skills.

Comfortable working in highly entrepreneurial environments where processes, programs, and strategy are built from scratch.

Excellent executive communication and cross-functional collaboration skills with the ability to influence internal stakeholders and external partners.

Experience within cybersecurity, infrastructure technology, emerging technologies, or startup environments is highly desirable.

Benefits

Competitive salary.

Meaningful equity participation.

Comprehensive benefits package.

401(k) retirement plan.

Fully remote work environment within the United States.

Opportunities for career growth and leadership development in a rapidly scaling startup.

Collaborative, innovative, and entrepreneurial company culture.

Travel opportunities for industry conferences, partner meetings, customer engagements, and team events.

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