Head of Channel
Leads Teleskope’s North America channel strategy by recruiting and activating VARs and service partners, designing the partner program, and owning partner-sourced growth. The role requires 7–10+ years of channel sales experience, active VAR relationships, cybersecurity expertise, and the ability to build a team.
About the job
Responsibilities
- Define and own the North America channel strategy, aligned with revenue and market-expansion goals.
- Recruit, onboard, and activate VARs and service partners.
- Build partner pipeline, tiering, incentives, deal registration, SPIFFs, rebates, and enablement materials.
- Own partner-sourced and partner-influenced pipeline and revenue targets.
- Develop joint account plans and co-selling motions with direct sales.
- Manage partner relationships, escalations, agreements, and commercial negotiations.
- Represent the company at industry events and partner organizations.
- Drive technical and sales enablement with Sales Engineering.
- Partner with Sales, Marketing, Product, and Customer Success on partner-led deals and campaigns.
- Build and lead a channel team as the program scales.
Requirements
- 7–10+ years of channel sales experience, ideally in cybersecurity.
- Active VAR relationships and strong knowledge of the national partner landscape.
- Proven success recruiting, activating, and scaling VAR/reseller and service-partner relationships.
- Experience building or significantly scaling a channel program at a Series A–C company.
- Ability to operate as an individual contributor in an early-stage environment and build a team over time.
- Strong executive presence, negotiation, organization, and cross-functional collaboration skills.
- Ability to translate high-level goals into tactical initiatives.
Nice to Have
- Experience with data security, DSPM, CSPM, DLP, or adjacent cybersecurity categories.
- Experience with AWS Marketplace, Azure Marketplace, or Google Cloud Marketplace.
Compensation and Benefits
- ATS-listed compensation: $275000–$350000.
- Meaningful equity in a fast-growing Series A startup.
- Uncapped compensation upside.
- Health, vision, dental, 401(k), and other benefits, heavily subsidized by the company.
Skills
Channel Sales, Cybersecurity, Var Partnerships, Reseller Partnerships, Partner Enablement, Deal Registration, Sales Incentives, Pipeline Management, Co-Selling, Sales Negotiation, Data Security, Dspm, Cspm, Dlp, Cloud Marketplaces
Similar jobs
Partnerships jobs
Okta
Chicago, ILLeads Okta’s global partnership with PwC by setting alliance strategy, driving joint planning and co-selling, and growing the partner pipeline across regions. Requires 8+ years of GSI alliance experience, deep PwC relationships, executive communication skills, and identity and access management knowledge.
Oscilar
United States
Leads OEM, data-provider, and Global System Integrator partnerships for an AI risk decisioning platform, owning negotiations, joint go-to-market motions, and partner operations. Requires 7+ years of partnerships experience and deep financial-services risk expertise.
Vanta
United States
Leads Vanta’s public-sector partnerships strategy across Federal and SLED, owning partner network development, partner-sourced revenue, programs, and team growth. Requires 10+ years in public-sector channels or partnerships, deep FedRAMP/CMMC ecosystem knowledge, and substantial people-management experience.
Socure
San Francisco, CAExecutive leader responsible for setting channel strategy, scaling partner ecosystems, and driving joint revenue growth and market expansion. Requires 10+ years of channel, partnerships, or business development experience, including senior leadership of large teams.
Rula
United States
Leads partnerships with benefit consultants and health plan sales teams to generate employer opportunities and drive B2B growth for a digital mental health solution. The role requires extensive healthcare sales experience, strong knowledge of plan structures, consultative selling skills, and client-facing leadership.