Head of Channel Partnerships

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

📋 Description

• Design, initiate, and take ownership of Nebulock's channel partner program from inception, including its structure, strategy, tiers, incentives, and operational cadence, serving as the primary go-to-market approach for the company.

• Identify and attract regional channel partners—such as VARs, MSSPs, and strategic alliances—and cultivate strong, trust-based relationships with them directly.

• Create partner enablement resources, establish deal registration processes, and develop collaborative go-to-market strategies that simplify selling and success for partners with Nebulock.

• Act as the main relationship manager for regional partners, driving joint pipeline development, co-selling efforts, and revenue growth through the channel.

• Collaborate closely with Solutions Engineering to ensure partners receive the technical support and training necessary to confidently market and sell Nebulock.

• Partner with Revenue Operations to create and enhance deal registration, partner reporting, and program infrastructure that can scale with the growing partner base.

• Work together with Product and Engineering leadership to channel partner and market feedback directly into the product roadmap.

• Represent Nebulock at regional industry events, partner conferences, and field functions to strengthen the brand and relationships that support the program.

• Provide performance reports on the program to Leadership, directly influencing the company's channel strategy and overall direction.

⛳️ Requirements

• 8-10+ years of experience in establishing and expanding channel partner programs at high-growth organizations, preferably in the cybersecurity or infrastructure technology sectors.

• Proven success in creating or launching a channel program from the ground up, rather than simply managing an existing initiative.

• Experience in operating within or developing a channel-only or channel-first go-to-market model is strongly preferred.

• Established relationships with regional VARs, MSSPs, or strategic alliance partners.

• A demonstrated history of driving measurable pipeline and revenue growth through channel partnerships.

• Comfortable working without a predefined playbook—you thrive on creating structure and processes where none currently exist.

• Strong executive presence and the capability to build trust with partner leadership and internal stakeholders alike.

• Highly motivated, resourceful, and driven by a sense of ownership for the success of the program from day one.

• A team-first mindset with a low-ego, collaborative approach to building a successful company.

🏝️ Benefits

• A vibrant startup atmosphere with opportunities for swift career advancement.

• A collaborative culture that prioritizes innovation and creativity.

• Competitive compensation and significant equity opportunities.

• A comprehensive benefits package, including a 401(k) plan.

• Opportunities for travel to conferences, workshops, customer meetings, and team-building events.