Director of Channel

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

📋 Description

• Initiate Pentera's exclusive channel model in the US, encompassing partner announcements, rules of engagement, and internal deal-routing procedures.

• Expand the partner ecosystem by identifying 10–15 key partners, recruiting absent partners, phasing out non-performing partners, and executing joint plans with pipeline objectives.

• Equip partner engineers through certification on Pentera's competitive stance, supported by SPIFFs for certified engineers and registered deals.

• Facilitate rep-to-rep and rep-to-account meetings, deal registrations, and partner-generated pipeline through proactive account mapping using Crossbeam.

• Conduct weekly reviews of the pipeline with Sales, Marketing, and BDR leadership.

• Oversee a Channel ISR collaborating with the partner representative base on a daily basis.

• Explore new market routes, including MSSPs, marketplaces, and technology alliances, and scale successful initiatives.

• Report directly to the VP of Marketing.

⛳️ Requirements

• Must be located in the USA / United States.

• A minimum of 5 years’ experience in channel or partner management within a cybersecurity vendor.

• Direct experience working with US security-focused VARs, regional resellers, and national partners.

• A proven track record of generating pipeline and revenue through partners, quantified in numbers rather than partner counts.

• Experience in building a channel program, motion, or market entry strategy from the ground up, or revitalizing an existing one.

• Solid understanding of deal registration, margin, MDF, tiering, distribution, and partner program design.

• Ability to decline partner requests and uphold the integrity of the channel model with sales.

• An experimental approach: capable of launching, measuring, and discontinuing initiatives swiftly.

• Comfortable working as a player-coach alongside a direct report.

• Exceptional communication and executive engagement skills.

• Must be based in the United States.

• Travel is required.

🏝️ Benefits

• Opportunity to work in a dynamic and innovative environment.

• Competitive salary and performance-based incentives.

• Professional development and training opportunities.

• Comprehensive health and wellness benefits.