Remote Position
[Remote] Head of Channel Sales
🌍 Remote · United States
💼 Full-time
Note: The job is a remote job and is open to candidates in USA. CyberGuard Advantage is hiring a Head of Channels to build and lead its partner and channel strategy. The role develops partner relationships and go-to-market motions, activates channels to generate pipeline and bookings, and manages channel operations and performance.
Responsibilities
- Provides engagement-level guidance as assigned
- Lead the channel function and serve as the primary owner of partner strategy, execution, and results
- Develop annual and quarterly channel plans aligned to pipeline and bookings targets
- Identify the partner categories and organizations with the greatest potential to reach CyberGuard Advantage’s target customers
- Establish KPIs tied to partner-sourced and partner-influenced pipeline, bookings, and ROI
- Serve as a strategic partner to the CRO and Sales Leadership on ecosystem strategy and growth priorities
- Identify, recruit, and develop high-value relationships across GRC platforms, cybersecurity vendors, MSP/MSSPs, advisory firms, PE/VC ecosystems, and other strategic channels
- Build executive-level relationships with priority partner organizations
- Develop clear partner value propositions that make CyberGuard Advantage easy and valuable to recommend
- Prioritize partner quality and revenue potential over the number of signed partnership agreements
- Continuously expand CyberGuard Advantage’s connectivity and visibility across the cybersecurity and compliance ecosystem
- Turn partner relationships into active revenue-producing channels through enablement, account mapping, field engagement, referrals, and joint selling
- Build relationships beyond alliance leaders by engaging partner sellers, CSMs, account executives, regional leaders, and executives
- Develop and execute joint GTM plays, referral motions, campaigns, events, and co-selling strategies with priority partners
- Personally engage partners to uncover, develop, and accelerate strategic opportunities
- Develop trusted relationships with senior executives and channel leaders across the cybersecurity, compliance, and technology ecosystem
- Leverage personal and professional networks to create access to new partners, prospects, and market opportunities
- Represent CyberGuard Advantage at partner events, industry conferences, ecosystem forums, and joint thought leadership activities
- Provide market, competitive, partner, and customer insights to influence company strategy and offerings
- Establish clear partner tiers, qualification criteria, performance expectations, and investment levels
- Drive CRM discipline and accurate attribution of partner-sourced and partner-influenced opportunities
- Establish a consistent operating cadence for partner pipeline reviews, performance management, and quarterly planning
- Partner closely with Sales, Marketing, Delivery leadership, technical SMEs, and executive leadership
- Build scalable channel processes and infrastructure that can support future team growth
Skills
- 7 - 10+ years of B2B sales, channels, partnerships, or business development experience, preferably in cybersecurity, compliance, GRC, SaaS, or professional services
- 3 - 5+ years of direct experience building or scaling channel and partner motions
- Established relationships across the cybersecurity, compliance, GRC, technology, and MSP/MSSP ecosystems, with the ability to activate those relationships to generate pipeline
- Proven success generating measurable partner-sourced pipeline and bookings
- Strong executive presence and ability to build trusted relationships with CROs, CISOs, partner executives, sellers, and ecosystem leaders
- Highly commercial, hands-on mentality with a willingness to personally recruit partners, activate relationships, and work opportunities
- Experience with partner enablement, account mapping, co-selling, referral motions, joint GTM programs, CRM, and pipeline attribution
- Bachelor's degree or equivalent experience
- Experience working within a GRC technology provider (e.g., Vanta, Drata, Secureframe, Hyperproof) or an MSSP/MSP environment is strongly preferred
Benefits
- Remote (US or Canada)
Company Overview