VP, Channel Partners

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

📋 Description

• Take ownership and enhance ArmorCode's comprehensive global channel partner strategy in collaboration with sales, marketing, and executive leadership.

• Set clear objectives and accountability for revenue and pipeline generated through partner sources and influences.

• Create a scalable channel operating model designed for both domestic and international expansion.

• Act as the executive sponsor representing ArmorCode in strategic partner relationships.

• Recruit, onboard, and cultivate relationships with VARs, resellers, MSSPs, and GSIs.

• Forge executive-level connections with key cybersecurity partners, such as WWT and GuidePoint Security.

• Identify and prioritize partners that align with ArmorCode's ASPM, vulnerability management, software supply chain security, and AI exposure management offerings.

• Design and oversee partner enablement initiatives, including training, certification, and co-selling strategies.

• Create partner content, tools, and resources to support collaboration.

• Develop repeatable partner engagement models that lead to pipeline creation and revenue growth.

• Build, manage, and expand a global channel organization, including regional channel managers.

• Establish goals, mentor performance, ensure successful execution, recruit talent, and develop a leadership pipeline.

• Provide strategic insights on partner strategies, deal support, territory planning, and program execution.

• Spearhead international partner expansion, starting with Europe.

• Conduct market assessments, partner identification, relationship development, and regional channel strategy.

• Utilize international experience to tailor partner strategies and market approaches across different geographies.

• Cultivate relationships with global and EMEA-focused partners.

• Report on channel performance, partner health, pipeline contributions, and opportunities to executive leadership.

• Collaborate with sales, marketing, customer success, and product teams.

• Function within the priorities set forth by the Vice President of Worldwide Sales while managing daily channel execution and scaling efforts.

⛳️ Requirements

• A minimum of 10 years of experience in channel sales, partnerships, or alliances.

• Extensive experience within the VAR/channel ecosystem.

• At least five years of experience in a leadership role.

• Direct experience in cybersecurity, application security, or a closely related enterprise security software market.

• Proven experience in building and leading a channel organization comprising around 10 or more individuals, including regional channel managers or leaders.

• Established relationships within the cybersecurity partner ecosystem.

• Substantial international channel experience, with proven success in building or managing partnerships in Europe/EMEA.

• Demonstrated success in developing or scaling a partner program from an early stage into a mature, revenue-generating operation.

• A strong track record of recruiting, enabling, and nurturing relationships with VARs, resellers, MSSPs, and other strategic channel partners.

• Proven leadership capabilities in hiring, coaching, developing, managing performance, and making tough talent decisions.

• Capability to attract and recruit high-caliber channel talent and establish a robust leadership team.

• Strong executive presence and the ability to foster trusted relationships with partner executives, customers, and internal leadership.

• Comfort operating with a high degree of autonomy within a remote-first, high-growth setting.

• Preferred: experience in developing or managing relationships with Global Systems Integrators (GSIs).

• Preferred: existing executive-level relationships with major security-focused VARs, MSSPs, resellers, and GSIs.

• Preferred: experience establishing or significantly enhancing a European or international channel presence for a U.S.-based cybersecurity vendor.

• Preferred: experience in building a global channel organization during periods of significant company growth.

🏝️ Benefits

• Significant influence over the evolution of ArmorCode's partner ecosystem, international expansion, and the scaling of its channel-driven go-to-market strategy.

• An opportunity to build and scale a global channel partner organization at a leading cybersecurity company that defines its category.