Head of Channel

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

📋 Description

• Develop and manage Teleskope's channel strategy for North America, ensuring alignment with the company's revenue and market expansion objectives.

• Identify, onboard, and activate VARs and service partners; enhance and formalize the partner pipeline.

• Create the partner program, which includes tiering, deal registration, SPIFFs, rebates, and onboarding/enablement resources.

• Take ownership of and report on partner-sourced and partner-influenced pipeline and revenue goals.

• Collaborate with the direct sales team to establish joint account plans and co-selling initiatives.

• Act as the primary relationship manager for VAR and service partners, overseeing day-to-day operations and handling escalations.

• Negotiate partnership agreements and commercial terms with new partners.

• Represent Teleskope at industry events and among partner organizations.

• Lead technical and sales enablement initiatives for partner organizations alongside a Teleskope Sales Engineer.

• Work in partnership with Sales, Marketing, Product, and Customer Success on partner-driven transactions and joint campaigns.

• Build and guide a high-performing channel team as the program evolves and scales.

⛳️ Requirements

• 7–10+ years of experience in channel sales, preferably in the cybersecurity sector.

• Established and active relationships with VARs, along with a comprehensive understanding of the national partner landscape.

• Demonstrated success in recruiting, activating, and scaling VAR/reseller and service-partner relationships.

• Experience in building or significantly expanding a channel program within a Series A–C company.

• Ability to operate effectively as an individual contributor in a dynamic, early-stage environment, with the capacity to build and lead a high-functioning team over time.

• Strong executive presence and negotiation capabilities.

• Excellent cross-functional collaboration skills spanning Sales, Marketing, Product, and Customer Success.

• Exceptional organizational skills and a proven ability to convert high-level objectives into actionable initiatives.

• Familiarity with data security, DSPM, CSPM, DLP, or other related cyber categories (preferred).

• Experience with cloud marketplaces (AWS, Azure, GCP Marketplace) as a partner or listing channel (preferred).

• Must indicate whether visa sponsorship will be necessary to work in the US.

🏝️ Benefits

• Significant equity in a rapidly growing Series A startup.

• Competitive compensation with unlimited earning potential.

• Direct access to and collaboration with executive leadership.

• An opportunity to establish and lead a national partner program from inception.

• Comprehensive health, vision, dental, 401(k), and additional benefits, largely subsidized by Teleskope.