Channel Sales Director

About the role

The Channel Sales Director (CSD) role is ideal for someone with 5–10 years of experience in channel sales, partner management, or alliances, ideally at a cybersecurity, cloud, or enterprise SaaS company. This role involves managing and growing relationships with strategic channel partners, driving partner-sourced and partner-influenced pipeline, and ensuring partners are enabled, engaged, and motivated to bring AI security solutions to their customers.

Responsibilities

• Manage and grow relationships with assigned channel partners across your region.
• Drive partner-sourced and partner-influenced pipeline, meeting quarterly revenue targets.
• Recruit, onboard, and train partners on the company's AI security platform.
• Run joint business planning sessions with key partners to align on goals and GTM activities.
• Deliver ongoing sales enablement, set up technical enablement, competitive positioning, and objection handling.
• Carefully coordinate with internal sales teams to support deal cycles involving channel partners.
• Work closely with Marketing on co-marketing campaigns, webinars, events, and demand-gen programs.
• Track partner performance, pipeline, and KPIs using CRM and partner management tools.
• Ensure partners follow deal registration processes and maintain pipeline hygiene.
• Coordinate with Marketing on co-marketing campaigns, webinars, events, and demand-gen programs.
• Represent the company at partner events, QBRs, and industry conferences.

Requirements

Strong understanding of VARs partner motions and indirect sales models, proven success driving revenue through a partner ecosystem, excellent communication, presentation, and relationship-building skills, ability to work cross-functionally with sales, marketing, and product teams, experience in a fast-paced startup environment, comfortable building without much structure, CRM proficiency (Salesforce preferred).

Qualifications

• Must reside in-region with the ability to travel up to 50%.

Skills

• Knowledge of AI, security, cloud, or data infrastructure markets.
• Experience working with large cloud providers (AWS, Azure, GCP).
• Familiarity with partner incentive programs and MDF management.
• Technical aptitude, understanding high-level product concepts.

Benefits

• Hybrid work environment.
• Competitive salary, health, dental, and vision insurance.
• 401(k) plan.
• Opportunities for professional development and growth.
• Generous vacation policy.

Pay

Salary Range: $250,000 - $300,000 OTE (The exact salary will be determined based on the selected candidate’s location, qualifications, experience, and relevant skills.)

Schedule

Full-time position.