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Adaptive SecurityAdaptive SecurityUnited States

Head of Channel

Lead the transformation and scaling of Adaptive's North America channel partner program in cybersecurity. Define strategy, build partner relationships with VARs/GSIs/MSSPs, drive revenue through enablement and co-selling, and lead the channel team.

Salary not listed
Remote8+ YOEBusiness Development

About the role

Responsibilities

  • Define and execute a comprehensive North America partner strategy aligned with Adaptive's go-to-market objectives.
  • Recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners.
  • Own partner-sourced and partner-influenced pipeline and revenue targets for the region.
  • Design and implement enablement programs — training, certification, and sales tools — so partners can effectively position, sell, and deliver Adaptive's platform.
  • Collaborate with regional sales leadership on joint account planning and co-selling motions.
  • Build scalable partner programs, incentive structures (SPIFFs, rebates, deal registration), and operational frameworks that accelerate partner engagement and performance.
  • Establish and maintain senior-level relationships with partner executives, representing Adaptive at the highest levels of the partner organization.
  • Partner with Marketing on joint campaigns, Product on integrations, and Customer Success on partner-assisted delivery models.
  • Hire, mentor, and lead a high-performing channel team across North America as the program scales.
  • Own channel forecasting and reporting, providing visibility to executive leadership on pipeline, performance, and program ROI.

Qualifications

  • 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS.
  • Proven track record building and scaling high-performing partner ecosystems, primarily in North America.
  • Strong existing relationships with key channel partners (e.g., CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers).
  • Demonstrated success building channel partner programs in cybersecurity & driving significant partner-sourced revenue at scale.
  • Deep understanding of enterprise sales cycles and co-selling motions.
  • Strong executive presence with the ability to influence both internally and externally.
  • Experience in high-growth startup or scale-up environments strongly preferred.
  • Ability to operate both strategically and tactically in a fast-paced environment.
  • Prior people-leadership experience building and managing a channel team.

Skills

channel strategypartner ecosystem developmentPartner Enablementco-sellingchannel programsexecutive relationship managementchannel forecastingcybersecurity sales

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