VP, Channel Partners

Job not on LinkedIn

🔥 7 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

👔 Vice President

👻 Ghost score 10%

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ArmorCode Inc.

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2020

🔒 Cybersecurity

🏢 Enterprise

Cybersecurity • Enterprise • Software

ArmorCode Inc. is a company that provides an AI-powered Application Security Posture Management (ASPM) platform, focused on improving application security and vulnerability management. Their platform integrates seamlessly into the DevSecOps workflow, allowing organizations to identify, articulate, and remediate critical security risks across code, cloud, applications, and infrastructure. With features like risk-based vulnerability management and software supply chain security, ArmorCode helps businesses automate security processes and gain comprehensive visibility into their application security posture.

📋 Description

• Own and evolve ArmorCode's global channel partner strategy with sales, marketing, and executive leadership • Establish goals and accountability for partner-sourced and partner-influenced pipeline and revenue • Develop a scalable channel operating model for domestic and international growth • Represent ArmorCode as executive sponsor for strategic partner relationships • Recruit, onboard, and grow VARs, resellers, MSSPs, and GSIs • Build executive-level relationships with strategic cybersecurity partners, including WWT and GuidePoint Security • Identify and prioritize partners aligned with ArmorCode's ASPM, vulnerability management, software supply chain security, and AI exposure management solutions • Design and lead partner enablement programs, including training, certification, and co-selling motions • Develop partner content, tools, and resources • Establish repeatable partner engagement models that generate pipeline and revenue • Build, lead, and scale a global channel organization, including regional channel managers • Set goals, coach performance, ensure execution, recruit talent, and build a leadership bench • Provide strategic guidance on partner strategy, deal support, territory planning, and program execution • Lead international partner expansion, beginning with Europe • Conduct market assessment, partner identification, relationship development, and regional channel strategy • Apply international experience to adapt partner strategies and routes to market across geographies • Build relationships with global and EMEA-focused partners • Report channel performance, partner health, pipeline contribution, and opportunities to executive leadership • Partner with sales, marketing, customer success, and product teams • Operate within priorities established by the Vice President of Worldwide Sales while owning day-to-day channel execution and scaling

🎯 Requirements

• 10+ years of experience in channel sales, partnerships, or alliances • Significant experience in the VAR/channel ecosystem • At least five years leading teams • Direct experience in cybersecurity, application security, or a closely adjacent enterprise security software market • Experience building and leading a channel organization of approximately 10 or more people, including regional channel managers or leaders • Established relationships within the cybersecurity partner ecosystem • Significant international channel experience, including demonstrated success building or managing partnerships in Europe/EMEA • Demonstrated success building or scaling a partner program from an earlier stage into a mature, revenue-generating motion • Track record recruiting, enabling, and growing relationships with VARs, resellers, MSSPs, and other strategic channel partners • Proven people leadership across hiring, coaching, developing, performance managing, and difficult talent decisions • Ability to attract and recruit high-performing channel talent and build a strong leadership bench • Executive presence and ability to establish trusted relationships with partner executives, customers, and internal leadership • Comfortable operating with significant autonomy in a remote-first, high-growth environment • Preferred: experience developing or managing relationships with Global Systems Integrators (GSIs) • Preferred: existing executive-level relationships across major security-focused VARs, MSSPs, resellers, and GSIs • Preferred: experience standing up or significantly growing a European or international channel presence for a U.S.-based cybersecurity vendor • Preferred: experience building a global channel organization during significant company growth

🏖️ Benefits

• Significant influence over how ArmorCode develops its partner ecosystem, expands internationally, and scales its channel-driven go-to-market motion • Opportunity to build and scale a global channel partner organization at a category-defining cybersecurity company

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