Director of Channel Partnerships – Business Development

Job not on LinkedIn

November 20

⚔️ Virginia – Remote

Although this job is listed in Virginia, this company may be open to hiring remote in other states.

💵 $150k - $180k / year

⏰ Full Time

🔴 Lead

💰 Account Manager

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CyberSheath

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Cybersecurity • Compliance • Fintech

CyberSheath is a cybersecurity company that specializes in helping clients achieve compliance with the Department of Defense's Cybersecurity Maturity Model Certification (CMMC) and related NIST standards. With a long-standing track record, they assess, implement, and manage security measures to ensure their customers meet rigorous cybersecurity requirements. CyberSheath offers tailored managed services and innovative solutions, including their Federal Enclave, to facilitate rapid compliance for defense contractors.

51 - 200 employees

Founded 2012

🔒 Cybersecurity

📋 Compliance

💳 Fintech

💰 Private Equity Round on 2021-12

📋 Description

• Design, launch, and manage CyberSheath’s channel program with distributors, resellers, system integrators, C3PAOs, and consultants supporting the Defense Industrial Base. • Define partner tiers, incentives, and enablement frameworks that drive engagement and measurable ROI. • Negotiate contracts, margin structures, and partnership terms to ensure mutual profitability and compliance. • Develop and deliver partner training programs—both virtual and in-person—to ensure consistent positioning and sales execution. • Personally perform training and enablement sessions across technical, compliance, and sales topics. • Actively participate in co-selling and joint sales efforts to achieve shared pipeline and revenue goals. • Maintain executive-level relationships across top partners and C3PAOs. • Represent CyberSheath at defense industry events, trade shows, and channel summits (approximately 50% travel). • Provide ongoing partner performance analysis and recommendations to optimize channel productivity. • Stay informed on evolving CMMC, NIST 800-171, DFARS, and other defense compliance frameworks. • Provide competitive intelligence and market insights to leadership to refine go-to-market strategy. • Collaborate closely with marketing, delivery, and product teams to ensure channel alignment with corporate strategy.

🎯 Requirements

• Bachelor’s degree in Business, Marketing, or a related field. • 10+ years in channel partnerships, strategic alliances, or business development, with at least five years selling to the Defense Industrial Base. • Proven success building and scaling profitable channel programs with measurable ROI. • Demonstrated ability to negotiate and manage contracts, design and deliver training, and drive revenue through partner ecosystems. • Strong presentation and executive communication skills with the ability to influence internal and external stakeholders. • Deep understanding of cybersecurity compliance and government contracting environments. • Proficiency in Microsoft 365 and Azure (Commercial, GCC, GCC High). • Must have prior experience in government procurement, preferably in the Defense Industrial Base.

🏖️ Benefits

• Remote work with approximately 50% travel to partner sites, defense conferences, and industry events. • Strong preference for candidates that are based in the greater Washington, DC area.