Channel Account Director – West Coast

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and surpass pipeline and revenue objectives sourced from regional partners.

• Identify, enable, and engage high-potential VARs, distributors, and MSSPs that align with the North America strategy.

• Create and implement joint business plans with key partners that encompass sales objectives, account mapping/co-selling, enablement/training, and demand generation in collaboration with Marketing.

• Plan and execute regional partner demand-generation initiatives (campaigns, webinars, field events) alongside the Marketing team.

• Establish, monitor, and report on key performance indicators (KPIs).

• Advocate for a partner-first strategy within Sales: including deal strategy/structuring, executive alignment, disciplined deal registration, and accurate forecasting.

• Maintain pipeline integrity and precise channel forecasting; ensure high-quality CRM/PRM data management (partner profiles, contacts, opportunities, activities).

• Review and propose enhancements to our channel and MSSP programs and enablement materials; develop new collateral to support and enable partners.

• Supply market and competitive intelligence to Sales, Product, Marketing, and Leadership teams.

⛳️ Requirements

• 6–10+ years of experience in North America channel/partner sales within the cybersecurity sector, with a strong track record of exceeding quotas.

• Demonstrated success in building and scaling VAR, distributor, and MSSP partnerships in North America—encompassing recruitment, onboarding, enablement, joint planning, and co-selling.

• Strong collaboration with Sales—account mapping, active engagement in deals, pipeline reviews, and maintaining forecast discipline.

• Solid commercial understanding; experience in structuring deals that align partner profitability with company objectives.

• Established trusted relationships with leading VARs, distributors, and MSSPs in the region.

• Proficient in positioning cybersecurity and threat intelligence solutions; familiar with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with Sales Engineers.

• Excellent CRM management and reporting skills; meticulous in pipeline management and forecasting.

• Develops repeatable processes, tailors central enablement content, and contributes to program improvements; a self-starter who is proactive and adaptable.

• Strong executive presence; exceptional ability to collaborate across functions including Sales, Marketing, Product, and Leadership.

• Identifies new opportunities and spearheads initiatives that enhance partner success, pipeline growth, and revenue generation.

🏝️ Benefits

• Competitive salary plus equity—everyone benefits from our collective success.

• Remote-first work environment, offering flexibility and balance that fits your lifestyle.

• Customized work setup—choose the equipment that best suits your needs.

• Biannual gatherings—join us in person for regional and global offsite events to connect, collaborate, and strengthen our culture beyond virtual interactions.