[Remote] Director of Channel Sales

Note: The job is a remote job and is open to candidates in USA. Ent is hiring a Director of Channel Sales to expand revenue through strategic Value-Added Reseller partnerships. The role owns regional channel strategy, builds executive and field relationships, and drives co-selling, partner enablement, and indirect sales growth.

Responsibilities

• Build, execute, and own the West Coast channel strategy to achieve regional revenue targets
• Establish and nurture high-value executive and field-level relationships with core partners
• Drive joint go-to-market (GTM) strategy, business planning, and solution mapping with key VAR sales and technical leaders
• Align closely with direct enterprise sales leaders and field reps to drive co-selling, pipeline generation and deal velocity
• Conduct regular quarterly business reviews (QBRs) with key partner accounts to track performance, pipeline development and revenue delivery
• Facilitate enablement programs, training and certifications to keep partner sales and technical teams aligned on our cybersecurity portfolio
• Drive partner mindshare and advocate internally for partner needs across product, marketing and executive leadership teams
• (Optional / Plus) Lead, mentor, or guide matrixed regional teams and channel managers as the ecosystem expands

Skills

• Minimum of 10 years of total experience in cybersecurity sales or marketing
• Minimum of 5 years of dedicated channel sales / alliance management experience in the cybersecurity industry
• Proven record of exceeding quota targets and successfully developing multi-million dollar channel pipelines
• Deep understanding of the enterprise cybersecurity technology landscape (e.g., Network Security, Endpoint, Identity, Cloud Security, SASE, or SecOps)
• Strong executive presentation, negotiation, and relationship-building skills
• High proficiency in CRM platforms (e.g., Salesforce) and partner portal ecosystem management
• Prior experience directly managing, mentoring, or growing a team of channel sales managers or field representatives

Benefits

• Remote work across North America.
• Every teammate gets meaningful equity on top of their salary.
• 90% of medical, dental, and vision is paid by Ent; Ent covers 75% for dependents.
• Flexible PTO.
• 12 weeks of fully paid maternity leave (birth, adoption, or foster) and 8 weeks fully paid paternity leave.
• A $100 monthly lifestyle account for fitness, wellness, learning, and more.
• A $500 home office stipend when you join as a remote employee.

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