Head of Channel

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

📋 Description

• Define Channel Strategy: Create and implement a thorough partner strategy for North America that aligns with Adaptive's go-to-market objectives.

• Build the Ecosystem: Recruit, onboard, and nurture relationships with key partners, including VARs, GSIs, MSSPs, and technology/cloud partners.

• Drive Revenue Growth: Take ownership of partner-sourced and partner-influenced pipeline and revenue goals for the region.

• Partner Enablement: Develop and implement enablement initiatives—training, certification, and sales tools—empowering partners to effectively position, sell, and deliver Adaptive's platform.

• Go-to-Market Execution: Work alongside regional sales leadership on joint account planning and co-selling strategies.

• Program Development: Create scalable partner programs, incentive schemes (SPIFFs, rebates, deal registration), and operational frameworks that enhance partner engagement and performance.

• Executive Relationships: Build and sustain senior-level relationships with partner executives, representing Adaptive at the highest tiers of the partner organization.

• Cross-Functional Leadership: Collaborate with Marketing on joint campaigns, Product on integrations, and Customer Success on partner-assisted delivery models.

• Team Leadership: Recruit, mentor, and guide a high-performing channel team across North America as the program expands.

• Reporting & Forecasting: Manage channel forecasting and reporting, offering visibility to executive leadership regarding pipeline, performance, and program ROI.

⛳️ Requirements

• 8-10+ years of experience in channel/alliances leadership within the cybersecurity, data security, or enterprise SaaS sectors.

• Proven history of building and scaling high-performing partner ecosystems, primarily in the North American market.

• Strong existing relationships with key channel partners (e.g., CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers).

• Demonstrated success in establishing channel partner programs in cybersecurity and generating significant partner-sourced revenue at scale.

• In-depth understanding of enterprise sales cycles and co-selling strategies.

• Strong executive presence, with the ability to influence both internally and externally.

• Experience in high-growth startup or scale-up environments is highly preferred.

• Capability to function both strategically and tactically in a fast-paced setting.

• Previous leadership experience in building and managing a channel team.

🏝️ Benefits

• Health insurance

• Flexible work arrangements

• Professional development