# Head of Channel

**Company:** [Teleskope](https://hotfix.jobs/companies/teleskope)
**Location:** Remote
**Role:** Partnerships
**Salary:** $275k – $350k/yr
**Experience:** 8+ years
**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
**Posted:** 2026-08-24

> 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.

## Job Description

## 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.

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