Channel Director

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

📋 Description

• Develop and manage a sustainable partner-driven revenue strategy across the Eastern United States and Federal sectors.

• Take ownership of the partner business plan for the East and Federal regions, ensuring targets for partner-sourced pipeline and bookings are met.

• Prioritize value-added resellers (VARs), systems integrators, consulting partners, and technology alliances based on strategic significance and revenue potential.

• Cultivate relationships with Cisco and Splunk sales teams, sales engineers, and partner groups, converting integrations and use cases into effective sales strategies.

• Align partner customers and prospects with SpecterOps' target accounts and opportunities utilizing Crossbeam and sanctioned account data.

• Conduct account planning sessions with regional and Federal Sales leaders and account executives.

• Facilitate partner introductions and outline responsibilities, next steps, and timelines for potential opportunities.

• Implement partner-specific sales strategies through account mapping, partner enablement, customer introductions, and collaborative deal-making.

• Identify and engage partner sales engineers, architects, and consultants to generate qualified opportunities.

• Participate in discussions regarding account strategy, pipeline development, and deal progression.

• Assist with deal registration, partner engagement, opportunity advancement, service qualification, and scoping alongside Sales and delivery teams.

• Collaborate with Marketing on targeted campaigns and events linked to named accounts and measurable pipeline outcomes.

• Ensure accurate records in Salesforce and partner platforms, adhering to attribution standards.

• Project partner business performance based on customer engagement, timing, procurement progress, and agreed-upon next actions.

• Monitor the conversion process from targeted accounts to introductions, qualified opportunities, and bookings.

• Recognize stalled processes, implement corrective measures, and document successful strategies for future use.

• Uphold commitments, address obstacles early, and complete actions without needing repeated reminders.

⛳️ Requirements

• A minimum of 7 years in channel sales, partner development, or related enterprise cybersecurity sales, demonstrating a track record of generating sourced pipeline and revenue results.

• Proven success in establishing or significantly enhancing a repeatable partner-sourced pipeline method, with measurable conversion and revenue achievements.

• Demonstrated capability to mobilize partner sellers and technical teams, develop joint account plans, and facilitate customer introductions that lead to qualified opportunities.

• Experience in supporting Federal enterprise cybersecurity sales, including partner-driven account access, collaborative account planning, and opportunity advancement.

• Established credibility with enterprise sales teams and ability to engage in account strategy, pipeline, and forecasting discussions.

• Commercial insight into identity security, attack path management, and enterprise security purchasing behaviors.

• Strong ability to articulate customer value clearly and connect technical features to business results.

• Excellent commercial judgment, strategic thinking, active listening, written communication skills, and executive presence.

• Proficient in synthesizing complex partner and customer data, determining optimal next actions, and executing independently.

• Strong skills in opportunity management, forecasting, prioritization, and operational discipline.

• Comfortable being evaluated on outcomes and held accountable for pipeline and revenue performance.

• Authorization to work and reside in the United States; immigration visa sponsorship is not available at this time.

• A strong desire to embody the company's stated core values.

• Preferred: Established relationships within the Eastern and Federal ecosystems with Cisco, Splunk, GuidePoint, Optiv, major systems integrators, or consulting partners.

• Preferred: Hands-on experience with Salesforce, Crossbeam, and partner relationship management platforms.

🏝️ Benefits

• Comprehensive health, dental, vision, and life insurance coverage: fully paid for both employees and their families.

• Flexible time-off policy.

• 13 paid holidays each year.

• 401(k) plan with a company match of up to 4%.

• Stock option opportunities.

• Remote work provision: $1,500 allowance for new hires to set up their home office.

• $500 annual allowance for home office expenses after the first year.

• $150 monthly reimbursement for cell phone and internet costs.

• $5,000 annual budget for professional development.

• $5,250 allocated for continuing education or student loan repayment.

• $1,200 annual budget for lifestyle, wellness, pet insurance, and additional benefits.

• One-time $10,000 benefit for family planning.

• Both in-person and virtual employee events throughout the year.

• Company merchandise and swag.