Channel Partner

Lead Channel Partner – Northeast & Central (US) is a senior, strategic sales role focused on building and expanding the partner ecosystem to drive indirect revenue growth. The role oversees developing and executing a partner-led go-to-market strategy with a set of strategic resell partners (GuidePoint Security, Optiv, Trace3, Defy Security), hyperscalers (AWS, Google Cloud), and Global Systems Integrators (GSIs). The ideal candidate brings a strong background in channel sales, cybersecurity/AppSec, and partner ecosystem development, with a proven ability to influence cross-functional stakeholders and drive measurable pipeline and revenue through partners. Key responsibilities include owning and executing the regional partner strategy to drive net-new pipeline and revenue, building joint business plans with named partners, establishing clear performance metrics, managing resell partners, enabling partner sellers through training, aligning with AWS and Google Cloud co-sell programs, collaborating with GSIs, and coordinating with direct sales, marketing, alliances, and customer success teams. The role requires 7–10+ years of experience in partner sales or alliances, familiarity with national resell partners and hyperscalers, and a strong understanding of partner economics and marketplace models. The base salary range across the U.S. is $112,400 - $168,600, with eligibility for a commission. Location is based in the Northeast or Central US. We are an equal opportunity employer seeking candidates with relevant experience in cybersecurity or enterprise software.