[Remote] VP Channel Sales, Americas

Note: The job is a remote job and is open to candidates in USA. IGEL is seeking a VP Channel Sales, Americas to lead and transform its Americas channel strategy. The role focuses on partner-led customer acquisition, enterprise expansion, cybersecurity and business resilience opportunities, and measurable channel revenue growth.

Responsibilities

• Own and execute the Americas Channel Sales strategy in alignment with IGEL’s corporate growth objectives and go-to-market priorities
• Transform the channel organization into a proactive growth engine focused on new-customer acquisition, partner-sourced pipeline, enterprise expansion, and revenue performance
• Establish differentiated partner coverage strategies across national solution providers, regional resellers, cybersecurity specialists, distributors, systems integrators, managed service providers, and strategic technology partners
• Define partner segmentation, investment priorities, resource allocation, and measurable performance expectations
• Identify gaps in the partner ecosystem and recruit strategic partners that expand IGEL’s reach into new markets, industries, and enterprise buying centers
• Balance strategic planning with direct executive engagement and hands-on execution
• Build and expand executive-level relationships across IGEL’s Americas partner ecosystem, including national solution providers and systems integrators
• Strengthen engagement with cybersecurity-focused solution providers, alongside other strategic security partners and integrators
• Leverage distribution and public-sector channel relationships to expand partner activation and market coverage
• Work in close alignment with IGEL’s Global Alliances organization to advance strategic technology relationships
• Develop joint business plans, executive sponsorship, and partner engagement strategies that translate strategic alignment into field execution and measurable business results
• Expand IGEL’s visibility within partner cybersecurity, infrastructure, digital workspace, and business resilience practices
• Personally engage in critical partner relationships, strategic opportunities, and executive-level sales pursuits
• Build and execute a strategy to expand IGEL’s relevance within the cybersecurity partner ecosystem
• · Establish relationships with partner security practice leaders, CISOs, security architects, and security sales leadership
• Position IGEL’s immutable endpoint operating system and preventative security approach as a complementary component of enterprise cybersecurity and Zero Trust-aligned architectures
• Develop partner-led opportunities around endpoint security, cyber resilience, ransomware preparedness, and business continuity
• Identify joint solution opportunities with cybersecurity vendors, security-focused integrators, managed security providers, and other strategic partners
• Create repeatable security-led sales motions that introduce IGEL into new buying centers and enterprise accounts beyond traditional EUC teams
• Translate IGEL’s four strategic growth motions into actionable partner go-to-market plans with defined target accounts, vertical priorities, enablement, partner ownership, and measurable outcomes
• Identify the partners best positioned to execute each motion based on customer relationships, industry expertise, technical capabilities, and commercial models
• Develop repeatable partner sales plays incorporating customer targeting, sales messaging, technical validation, joint account planning, and opportunity development
• Prioritize BC&DR as a strategic opportunity for accelerated new-customer acquisition while establishing differentiated strategies for expansion within existing enterprise accounts
• Own partner-sourced and partner-influenced pipeline development and channel revenue performance across the Americas
• Establish joint account planning, territory alignment, demand generation, and co-selling programs with priority partners
• Build engagement models connecting partner account executives, security specialists, solution architects, and IGEL sales teams
• Partner with Marketing to execute targeted campaigns, executive events, industry programs, and demand generation initiatives
• Establish disciplined pipeline management, opportunity qualification, forecasting, and performance measurement to improve partner productivity and revenue contribution
• Develop compelling partner value propositions that create measurable economic incentives to sell, deploy, manage, and support IGEL solutions
• Build partner business plans that incorporate resale opportunities, services revenue, solution integration, managed services, customer lifecycle opportunities, and enterprise expansion
• Understand partner profitability models, practice economics, sales compensation incentives, and commercial decision-making
• Collaborate with internal stakeholders to identify opportunities for partner-delivered services and recurring revenue
• Develop repeatable business models that encourage partners to proactively generate demand rather than simply fulfill existing opportunities
• Ensure strategic partners understand how IGEL contributes to their cybersecurity, resilience, infrastructure, and digital workspace practices
• Lead, develop, and optimize the Americas Channel Sales organization, building a high-performance culture focused on accountability, proactive business development, partner activation, and measurable results
• Assess organizational capabilities, partner coverage, and resource allocation to support the company’s growth objectives
• Develop and mentor channel sales leaders and individual contributors, establishing clear objectives and leadership expectations
• Collaborate with Americas Sales and global channel and alliance leadership to align regional execution with enterprise account strategies and corporate partner priorities
• Partner with Presales, Marketing, Enablement, Product, Customer Success, and Revenue Operations to coordinate partner programs, technical enablement, solution development, and market expansion
• Provide the Chief Revenue Officer and executive leadership team with clear visibility into channel strategy, pipeline, revenue performance, risks, and investment priorities
• Represent IGEL at strategic partner executive meetings, industry conferences, customer engagements, and leadership events
• Incorporate partner feedback and market intelligence into go-to-market, product, and commercial planning

Skills

• 15+ years of progressive leadership experience in Channel Sales, Strategic Alliances, Partner Business Development, or Enterprise Sales, including significant experience leading regional or national channel organizations
• Proven success transforming partner ecosystems and building high-performing channel sales organizations
• Established executive-level relationships across major Americas solution providers, distributors, systems integrators, or strategic technology partners
• Demonstrated experience within the cybersecurity partner ecosystem, including security-focused solution providers, integrators, or security practices within major national partners
• Proven ability to engage and influence partner executive leadership, sales leadership, technical leadership, and solution portfolio decision-makers
• Strong understanding of partner economics, monetization strategies, services models, and partner sales incentives
• Demonstrated success building repeatable partner-led pipeline generation, new-customer acquisition, and co-selling programs
• Experience developing strategic business plans that deliver measurable revenue growth and partner performance
• Experience selling or developing channels for enterprise security, infrastructure, cloud, digital workspace, or business resilience solutions
• Strong commercial acumen, including revenue accountability, forecasting, pipeline management, business planning, and operational execution
• Demonstrated ability to lead organizational transformation, develop talent, and establish performance accountability
• Strong executive presence, communication, negotiation, presentation, and relationship-building skills
• Ability to operate strategically while remaining personally engaged in partner relationships, critical opportunities, and day-to-day execution
• Ability to collaborate effectively across sales, marketing, technical, customer success, and operational teams
• Experience working with major cybersecurity vendors, security-focused integrators, or security practice organizations
• Existing relationships with national solution providers, cybersecurity partners, distributors, or systems integrators within IGEL's target ecosystem
• Experience developing partner-led security, ransomware resilience, business continuity, or disaster recovery solutions
• Familiarity with EUC, VDI, DaaS, endpoint operating systems, and modern digital workspace technologies
• Understanding of Zero Trust architectures, endpoint security, and enterprise cyber resilience strategies
• Experience building partner go-to-market programs across healthcare, financial services, government, manufacturing, retail, and other regulated or operationally complex industries
• Experience working with hyperscalers, strategic OEMs, distribution, managed service providers, and global systems integrators
• Experience expanding a technology company's channel ecosystem into new solution categories or enterprise buying centers
• Bachelor's degree or equivalent relevant experience
• Advanced degree

Benefits

• Health, dental, vision, and prescription benefits (employee premiums covered by IGEL)
• 11 company-paid holidays per year
• 18–22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service)
• Sick time of 10 days per year, with rollover of unused days up to maximum limit
• 401(k) plan with 100% company match, up to $15,000 per year
• Paid maternity and paternity leave
• Monthly home office allowance
• Remote working opportunities and flexible working times
• Employee Assistance Program (EAP) and Financial Wellness tool
• Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage
• Wellbeing apps, including Rightway, Headspace and Wellhub
• Training and development opportunities to advance your career
• President’s Club for the highest performing salespeople and overachievers
• A workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere

Company Overview

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