Head of Channel

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

📋 Description

• Define and implement HiddenLayer's channel strategy, which encompasses partner segmentation, coverage models, program design, priorities, and annual revenue targets.

• Build, nurture, and enhance executive relationships with key VARs, distributors, GSIs, MSSPs, and technology partners.

• Recruit, onboard, activate, and cultivate high-value partnerships.

• Develop partner plans aimed at pipeline generation, co-selling, service delivery, and customer expansion.

• Formulate joint go-to-market strategies, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue objectives.

• Establish the channel operating rhythm, which includes partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.

• Align account coverage with direct sales leadership and coordinate co-selling efforts.

• Mitigate channel conflict and enhance deal velocity from opportunity creation to closure.

• Create scalable partner enablement resources for sales, technical, and services teams.

• Collaborate with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps teams.

• Provide leadership with partner and market insights to guide product priorities, packaging, services, positioning, and ecosystem investments.

• Represent HiddenLayer with partners and at relevant industry events.

⛳️ Requirements

• Over 10 years of experience in channel sales, alliances, partner development, or ecosystem leadership within the fields of cybersecurity, cloud infrastructure, enterprise software, or a related domain.

• Proven track record of establishing or significantly expanding partner programs and achieving measurable partner-sourced, partner-influenced, and co-sell revenue.

• Experience managing relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners.

• Established connections with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are advantageous.

• Previous experience handling a direct or overlay quota.

• Knowledge of how enterprise security and cloud solutions are evaluated, purchased, implemented, and scaled.

• Experience working in a high-growth startup environment, preferably from Series A through Series C stages.

• Strong executive presence with the ability to influence senior stakeholders.

• Excellent grasp of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and the dynamics between direct and channel sales.

• Operational rigor and proficiency in using Salesforce, PRM platforms, and reporting tools.

• Collaborative, commercially-oriented leadership style.

• Willingness to travel occasionally for partner meetings, customer engagements, and industry events.

🏝️ Benefits

• Fully remote global team.

• Generous home office setup stipend.

• Annual home office equipment upgrades.

• Monthly internet/phone stipend.

• Five healthcare options, with some fully subsidized by HiddenLayer.

• Vision benefits.

• Dental benefits.

• 401(k) offerings.

• Unlimited and flexible time off for salaried employees.

• 15 paid company holidays.

• Dedicated learning and development fund for training, conferences, certifications, and industry events.

• Intentional company gatherings a couple of times a year.

• Equal opportunity workplace.