Channel Account Director – West Coast

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Filigran

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2022

🔒 Cybersecurity

☁️ SaaS

Cybersecurity • SaaS • Technology

Filigran is a cybersecurity company specializing in Threat Intelligence and eXtended Threat Management (XTM). They provide a comprehensive suite of software solutions which includes cyber threat intelligence, breach and attack simulation, and incident response capabilities. Filigran's offerings also include training programs and community support, empowering organizations to enhance their security postures against various cyber threats.

📋 Description

• Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets. • Recruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the North America plan. • Develop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with Marketing. • Plan and run regional partner demand-generation (campaigns, webinars, field events) with Marketing. • Define, track, and report KPIs. • Champion a partner-first motion with Sales: deal strategy/structuring, executive alignment, disciplined deal registration, and forecast accuracy. • Ensure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data quality (partner profiles, contacts, opportunities, activities). • Review and suggest enhancements to our channel and MSSP programs and enablement content; Create new partner supporting and enablement collateral. • Provide market and competitive insights to Sales, Product, Marketing, and Leadership.

🎯 Requirements

• 6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement. • Proven success building/scaling VAR, distributor, and MSSP partnerships in North America — recruiting, onboarding, enablement, joint planning, and co-selling. • Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline. • Strong commercial acumen; experience structuring deals balancing partner profitability and company goals. • Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region. • Able to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs. • Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting. • Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable. • Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership. • Identifies new opportunities and drives initiatives that grow partner success, pipeline, and revenue.

🏖️ Benefits

• Competitive pay + equity - everyone shares in our success • Remote-first, flexible, and balanced - work that fits your life • Your setup, your choice - pick the gear that works for you • Twice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screen