Head of Channel
H
HiddenLayerAI security
Remote – US-BasedFull-TimeLead
Salary not disclosed
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Job Details
- Experience
- 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership
- Required Skills
- CybersecuritySalesforce
Requirements
- Bring 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership.
- Have experience in cybersecurity, cloud infrastructure, enterprise software, or a related field.
- Show a track record of building or significantly scaling partner programs and delivering partner-sourced, partner-influenced, and co-sell revenue.
- Have experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners.
- Bring prior experience carrying a direct or overlay quota.
- Understand how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.
- Have experience in a high-growth startup, preferably during Series A through Series C.
- Understand channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.
- Be comfortable using Salesforce, PRM platforms, and reporting tools.
- Be willing to travel periodically for partner meetings, customer engagements, and industry events.
Responsibilities
- Define and execute channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.
- Build and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners.
- Recruit, onboard, activate, and develop partners with plans for pipeline generation, co-selling, services delivery, and customer expansion.
- Create joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable goals.
- Establish partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.
- Align account coverage with direct sales leadership, orchestrate co-selling, prevent channel conflict, and improve deal velocity.
- Develop partner enablement for sales, technical, and services teams to position, demonstrate, sell, implement, and support HiddenLayer solutions.
- Collaborate with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to improve the partner lifecycle.
- Bring partner and market insights to leadership and represent HiddenLayer with partners and at industry events.
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