Head of Channel, Financial Services Partner Program
New
T
TENEXCybersecurity, financial services
Location: Remote, USAFull-TimeDirector
Salary not disclosed
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Job Details
- Experience
- 10+ years in channel, alliances, or strategic partnerships, with at least 5 years leading a strategic partner relationship end to end.
- Required Skills
- Salesforce
Requirements
- Have 10+ years of experience in channel, alliances, or strategic partnerships.
- Have at least 5 years leading a strategic partner relationship end to end.
- Show a track record of building and scaling a channel or partner program that delivered measurable sourced revenue.
- Have experience building or scaling an SMB or mid-market sales motion, including repeatable plays, efficient onboarding, and high deal volume.
- Have experience selling into or partnering with financial institutions, such as banks, credit unions, or fintech/core processors.
- Bring strong program management skills, including experience running complex, multi-stakeholder programs across internal teams and external partners.
- Have working knowledge of cybersecurity services, preferably MDR, SOC, or managed security.
- Have a bachelor’s degree in Business, Marketing, Information Systems, or a related field, or equivalent experience.
- Relevant certifications such as PMP, Security+, Salesforce, or hyperscaler partner credentials are a plus.
- Familiarity with financial services regulatory and compliance frameworks such as FFIEC, GLBA, NCUA, or SOC 2 is a bonus.
- Experience at an early-stage or high-growth startup building a channel or SMB function from scratch is a bonus.
- Exposure to AI-driven or automation-first security operations is a bonus.
Responsibilities
- Serve as the primary liaison to the partner’s field leadership, product, and executive stakeholders; run joint business planning, QBRs, and executive alignment.
- Build and execute the go-to-market plan for bringing agentic SOC and MDR to partner member institutions through co-selling, referral, resale, enablement, and pipeline generation.
- Design and document a repeatable SMB sales and onboarding motion with the inside sales team, and partner with Sales and Marketing leadership to execute it.
- Maintain senior relationships with supported member organizations and serve as their escalation point.
- Manage the cross-functional operating rhythm across Sales, SOC, Engineering, Customer Success, and Legal, including timelines, milestones, risks, and reporting.
- Prepare steering materials, track decisions and action items, and monitor certification, compliance, and partner-enablement requirements.
- Develop processes, enablement materials, and partner tooling to make the channel repeatable.
- Track and communicate partner-sourced pipeline, bookings, onboarding velocity, retention, and program health.
- Coordinate go-to-market efforts with vendor leaders in the TENEX Partner bundle.
- Bring member-organization and partner requirements to TENEX product and SOC teams to inform the financial services roadmap.
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