Director, North America Channel Sales

Responsibilities

Channel Strategy & Business Leadership

• Develop and execute RSA’s North America Channel Sales strategy in alignment with corporate growth objectives.
• Own North America Channel revenue targets, including partner-sourced, partner-influenced, and distribution-generated business.
• Establish annual business plans, revenue targets, partner segmentation models, and territory strategies.
• Identify new routes to market and strategic partnership opportunities.
• Build scalable programs that increase partner engagement, productivity, and profitability.
• Maintain executive relationships with key partners, distributors, and alliance organizations.
• Use modern partner engagement models, automation, data-driven insights, and emerging routes to market to evolve channel strategy.
• Advise executive leadership on market trends, competitive intelligence, partner investments, and growth opportunities.

Team Leadership & Talent Development

• Recruit, hire, onboard, and develop a high-performing team of Channel Managers.
• Mentor future channel leaders and create a culture of accountability, teamwork, career development, and execution excellence.
• Coach team members on channel strategy, business planning, partner development, forecasting, and executive engagement.
• Establish performance expectations, success metrics, development plans, and succession plans.
• Conduct business reviews and coaching sessions to maximize team effectiveness.

Partner & Distributor Management

• Lead executive business planning with strategic partners and distributors.
• Participate in partner and distributor Quarterly Business Reviews (QBRs).
• Drive partner enablement, certification adoption, pipeline generation, and joint go-to-market execution.
• Align partner investments with measurable outcomes and return on investment.
• Champion RSA’s value proposition and strengthen its brand across the channel community.
• Expand executive engagement, mindshare, and preference within the partner ecosystem.

Cross-Functional Leadership

• Partner with Channel Marketing on demand-generation campaigns, events, and partner growth initiatives.
• Collaborate with Channel Pre-Sales on technical enablement and partner support.
• Work with Channel Operations on programs, incentives, reporting, forecasting, and partner performance measurement.
• Align with Regional Sales Leaders and Account Executives to maximize field collaboration and customer engagement.
• Establish effective engagement models between Direct Sales and Channel teams.
• Influence partner programs, incentives, investments, and go-to-market initiatives.

Strategic Solution Growth

• Drive partner adoption and market expansion of RSA’s Identity Security portfolio, including MFA, passwordless authentication, identity governance, and lifecycle management.
• Ensure partners can communicate the business value of RSA’s cybersecurity portfolio.
• Align partner growth plans with strategic product priorities and market opportunities.
• Create initiatives that increase partner-led demand for RSA’s identity security offerings.

Operational Excellence

• Own channel forecasting, pipeline reviews, business reporting, and performance analytics.
• Track and improve partner recruitment, activation, productivity, revenue contribution, and market coverage metrics.
• Ensure disciplined execution of business plans across strategic, national, and regional partners.
• Drive data-driven channel performance management.

Requirements

• Senior sales leadership experience in channel sales, partner sales, distribution, or a related cybersecurity technology environment.
• Experience leading and developing high-performing channel teams.
• Demonstrated ownership of revenue targets, forecasting, pipeline management, and business planning.
• Experience managing strategic partners, distributors, solution providers, alliances, and executive-level relationships.
• Strong understanding of partner enablement, certification, demand generation, joint go-to-market execution, and channel metrics.
• Strategic thinking, operational rigor, entrepreneurial mindset, and strong cross-functional leadership skills.
• Ability to build lasting partner relationships and drive measurable business outcomes.

Preferred Qualifications

• Experience with identity security, cybersecurity, MFA, passwordless authentication, identity governance, or lifecycle management solutions.
• Experience working with U.S. and Canadian channel ecosystems.
• Experience using automation, reporting, analytics, and data-driven partner engagement models.