# Director, North America Channel Sales

**Company:** [RSA](https://hotfix.jobs/companies/rsa)
**Location:** Burlington, MA
**Role:** Sales Enablement
**Experience:** 8+ years
**Skills:** Channel Sales, Partner Management, Sales Leadership, Revenue Forecasting, Pipeline Management, Business Planning, Partner Enablement, Distribution, Strategic Alliances, Demand Generation, Go-to-Market Strategy, Sales Analytics, Cybersecurity, Identity Governance, MFA
**Posted:** 2026-09-01

> Leads RSA’s North America channel business, revenue strategy, partner ecosystem, and channel organization. The role requires senior sales leadership experience, strong partner and distributor relationships, and expertise in forecasting, enablement, joint go-to-market execution, and cybersecurity solutions.

## Job Description

## 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.

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