Channel Sales Director
R
RegScaleCybersecurity/GRC
Remote, across the United StatesFull-TimeDirector
Salary not disclosed
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Job Details
- Experience
- 5+ years
- Required Skills
- CybersecurityNegotiationSaaSHIPAA
Requirements
- 5+ years in channel sales or partner management (preferably SaaS, cybersecurity, or GRC).
- Proven experience managing national VAR ecosystems.
- Familiarity with enterprise buying cycles.
- Ability to work cross-functionally and influence internal teams.
- Strong executive communication and negotiation skills.
- Willingness to travel nationally (25–50%).
- Experience working with partners selling into regulated industries.
- Strong understanding of compliance frameworks (SOC 2, ISO 27001, NIST CSF, HIPAA, PCI DSS).
- Bachelor’s degree in Business, Marketing, Finance, Information Systems, Cybersecurity, or related field OR equivalent professional experience in channel sales or cybersecurity.
Responsibilities
- Identify, recruit, and onboard high-potential VARs across key U.S. regions.
- Target cybersecurity, compliance, audit, MSP, and advisory-focused resellers aligned to GRC buyer personas (CISO, CRO, CIO, CFO, Compliance Officer).
- Develop geographic and vertical coverage strategy (Financial Services, Healthcare, Government, Manufacturing, Higher Ed, etc.).
- Own channel-sourced and channel-influenced revenue targets.
- Build joint business plans (JBPs) with strategic VARs.
- Drive co-selling motions between VAR account teams and internal sales teams.
- Develop and manage pipeline visibility, forecasting, and deal registration processes.
- Lead onboarding and enablement programs to ensure VARs can position RegScale solutions effectively, demo the platform, conduct discovery around risk and compliance pain points.
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