Head of Channel (REMOTE)

Bachelor's degree or equivalent experience; MBA preferred At least 15 years of work experience in cybersecurity product organizations Minimum 5 years of work experience in channel alliances Successful track record of understanding company strategy and driving revenue out of channel alliances and partnerships and achieving targets Ability to articulate a vision and supporting steps, considering challenges and solutions Clear and effective communicator with excellent verbal and written skills In-depth technical knowledge in one or more domains relevant to SaaS and security, and creating innovative solution architectures Demonstrated capability within technical disciplines such as solutions architecture and/or sales engineering Demonstrated excellence in strategic thinking, analytic decision making, and troubleshooting skills Knowledge of contracts and strong negotiation and influencing skills Ability to develop creative, valuable solutions for contract and operational issues Skilled at working up and down organizationally and across all functions Ability to succeed in a high functioning, results driven team that is evolving and changing rapidly Highly professional, collaborative, self-motivated individual with the ability to work in a fast-paced environment, in dispersed groups and independently Prior experience working with global diverse teams preferred

Set vision for the optimal partner program. Identify, recruit, and onboard global, national, and regional partners. Execute product strategy through channel alliances. Own the entire channel alliance lifecycle. Define and oversee internal resources to support the partner program. Design and drive sales enablement programs for partners. Grow and maintain the sales channel. Build and nurture relationships across partners. Provide market feedback to product teams. Develop and execute on key partner infrastructure. Identify solutions to joint operational problems. Co-lead joint business planning processes. Build new capabilities for operational partnerships. Educate Sales teams on new Alliances. Create and manage operational metrics with alliance partners. Pitch new deals, create proposals, and negotiate agreements. Communicate Cyware's offerings and competitive advantage. Navigate the industry to find key decision-makers. Act as executive champion for partner integrations. Commercialize and scale new business. Communicate value of initiatives and deal pipeline to executives. Design go-to market value propositions. Serve as a trusted advisor internally and within the alliance ecosystem. Represent Cyware at conferences. Negotiate contract amendments. Unwind partnerships. Conduct outreach, evaluate, and complete due diligence on new potential partners. Determine optimal legal, operational, and financial structure. Devise and achieve bookings objectives. Review pipeline opportunities with sales leadership.