VP, Channel – Strategic Partnerships

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

📋 Description

• Take charge of the global channel strategy and metrics, focusing on partner-sourced and partner-influenced revenue.

• Enhance the channel organization into a robust, repeatable engine by evolving partner programs, tiering, and operational cadence.

• Build, recruit, and empower a high-performing channel organization throughout the Americas and EMEA.

• Foster and expand relationships with VARs, VADs, and distribution partners in international markets.

• Advance the MSP and MSSP initiatives, including program structure, margin models, and recurring-revenue partner economics.

• Propel Cloud Service Provider partnerships and marketplace strategies, including AWS Marketplace and Microsoft Azure Marketplace.

• Establish and broaden strategic alliance partnerships across technology, ISVs, and cloud.

• Create partner program tiers, incentives, deal registration, and co-selling frameworks.

• Collaborate cross-functionally with Direct Sales, Marketing, and Product to ensure channel activities align with GTM priorities.

• Manage partner performance analytics, focusing on pipeline coverage, partner-sourced pipeline, win rates, and ROI.

⛳️ Requirements

• A minimum of 12 years of experience in channel and partnership sales, with at least 5 years in senior channel leadership roles managing multi-region teams.

• Proven ability to scale a channel organization from an early or mid-stage to a mature, predictable revenue contributor.

• International channel experience that includes VARs and VADs across various regions.

• Extensive MSP and MSSP experience, particularly in developing and scaling recurring-revenue partner programs.

• Knowledge of Cloud Service Providers and marketplace experience, including co-sell and listing motions for AWS Marketplace and Microsoft Azure Marketplace.

• Strong background in alliances and strategic partnerships across technology, ISVs, and cloud.

• Demonstrated experience in building, structuring, and leading distributed, multi-region channel teams during periods of rapid growth.

• Excellent executive-level communication and cross-functional leadership abilities.

• Experience in cybersecurity or security software is highly preferred.

• Willingness to travel internationally as required.

🏝️ Benefits

• Comprehensive health insurance options.

• Competitive salary and performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.

• Employee wellness programs and initiatives.