Channel Director, East

New

SpecterOpsEnterprise cybersecurity

Remote, based in an Eastern U.S. stateFull-TimeDirector

Salary$240,000–$300,000 OTE annually, commensurate with experience.

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Job Details

Experience: 7+ years of channel sales, partner development, or related enterprise cybersecurity sales experience
Required Skills: Salesforce

Have 7+ years of channel sales, partner development, or related enterprise cybersecurity sales experience, with evidence of sourced pipeline and revenue results.
Demonstrate success building or materially improving a repeatable partner-sourced pipeline motion, including measurable conversion and revenue results.
Show an ability to activate partner sellers and technical teams, build joint account plans, and generate customer introductions that convert into qualified opportunities.
Have experience supporting Federal enterprise cybersecurity sales, including partner-led account access, joint planning, and opportunity progression.
Demonstrate credibility with enterprise sales teams and ability to contribute to account strategy, pipeline, and forecast discussions.
Bring commercial understanding of identity security, attack path management, and enterprise security buying motions.
Be able to explain customer value and connect technical capabilities to business outcomes.
Bring strong opportunity management, forecasting, prioritization, and operational discipline.
Be able to synthesize partner and customer information, determine next actions, and execute independently.
Nice to have established East and Federal ecosystem relationships with Cisco, Splunk, GuidePoint, Optiv, major systems integrators, or consulting partners.
Practical experience using Salesforce, Crossbeam, and partner relationship management platforms is a plus.

Own the East and Federal partner business plan and deliver against partner-sourced pipeline and bookings targets.
Prioritize VARs, systems integrators, consulting partners, and technology alliances based on customer overlap, commitment, strategic value, and revenue potential.
Build relationships with Cisco and Splunk sellers, SEs, and partner teams, and translate integrations and use cases into sales plays.
Map partner customers and prospects against target accounts and open opportunities using Crossbeam and approved account data.
Run account planning with regional and Federal Sales leaders and AEs, securing partner introductions and defining owners, next actions, and timelines.
Operationalize partner sales plays through account mapping, seller and SE enablement, customer introductions, and deal collaboration.
Identify partner SEs, architects, and consultants who can recognize customer needs and bring SpecterOps into qualified opportunities.
Coordinate deal registration, partner engagement, opportunity progression, and services qualification with Sales and delivery teams.
Work with Marketing on targeted campaigns and events tied to named accounts, customer meetings, and measurable pipeline outcomes.
Maintain Salesforce and partner-platform records, forecast partner business, and track conversion through introductions, qualified opportunities, and bookings.

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