Channel Director (West)

The Channel Director will be responsible for formalizing and scaling the company’s channel and alliances program. This role will strengthen and expand strategic national partnerships with firms such as WWT and GuidePoint Security, while activating and growing regional partnerships with firms such as Defy Security, Evotek, Technologent, and other VAR/SI partners.

The Director will focus on three primary outcomes:

1. Program Development – Establish a structured channel program, engagement model, and operating cadence.
2. Partner Activation – Drive pipeline and services opportunities through existing partners.
3. Strategic Expansion – Develop deeper executive relationships with national partners and selectively recruit new regional partners.

This role will work closely with Sales, Marketing, Services, and Vendor Alliances to ensure partners are enabled and producing measurable revenue impact.

What You'll Do:

1. Channel Program Development

Formalize the company’s channel operating model.

Key responsibilities:

• Design and implement a tiered partner program
• Establish partner engagement framework (rules of engagement, deal registration, referral vs resale vs services)
• Create partner enablement framework
• Develop partner onboarding playbooks
• Align internal teams on partner engagement strategy

Deliverables:

• Channel program guide
• Partner onboarding framework
• Partner enablement curriculum
• Partner portal / content structure
2. Strategic Partner Development

Build and deepen relationships with key national partners.

Primary targets include:

• WWT
• GuidePoint Security
• Additional national integrators as identified.

Key activities:

• Executive relationship development
• Account mapping across top enterprise accounts
• Joint solution positioning
• Vendor co-selling alignment
• Quarterly business reviews

Objective:

Turn national partners into consistent sources of large services engagements.

3. Regional Partner Activation

Strengthen and activate relationships with regional VARs and services partners.

Examples include:

• Defy Security
• Evotek
• Technologent
• Additional regional security partners.

Key responsibilities:

• Refresh partner relationships
• Reintroduce services capabilities
• Conduct enablement sessions for partner sales teams
• Identify top seller champions within partner organizations
• Run pipeline generation campaigns

Objective:

Drive consistent regional services pipeline.

4. Sales Enablement & Field Activation

A major part of the role will be enabling partner sellers.

Responsibilities:

• Deliver partner sales training
• Build micro playbooks for partners
• Equip partners with positioning guides
• Conduct account mapping sessions
• Support joint customer meetings

Key outcomes:

• Partners understand when to bring us in
• Partners know how to position our services
5. Partner Pipeline Development

The Channel Director will own pipeline development with partners.

Activities include:

• Joint opportunity identification
• Co-selling motions
• Partner-led pipeline campaigns
• Marketing collaboration
• Field engagement with partner sellers

Target:

Consistent partner sourced and partner influenced pipeline growth.

6. Partner Governance & Performance

Introduce operational rigor to partner relationships.

Responsibilities:

• Partner scorecards
• Quarterly business reviews
• Joint account planning
• Pipeline tracking
• Revenue attribution

Metrics tracked:

• Partner sourced pipeline
• Partner influenced revenue
• Active partner sellers
• Enablement participation
• Opportunity conversion rates
 

What You Have:

Experience:

• 4–8+ years in channel or alliances roles in a MSSP environment offering Pen Testing, MDR, SOC as a Service, and Security Engineering solutions
• Experience working with VARs, national integrators, or security partners
• Experience building partner programs from early stages

Skills:

• Executive relationship development
• Partner enablement
• Pipeline development
• Sales strategy
• Cross-functional collaboration

Mindset:

This person must be:

• Builder (program creation)
• Operator (drive pipeline)
• Connector (relationships across partners)