Director of Channel

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🔥 2 minutes ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 12%

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Pentera

WebsiteLinkedInAll Job Openings

201 - 500 employees

🔒 Cybersecurity

📋 Compliance

Cybersecurity • Compliance

Pentera is the category leader for Automated Security Validation, enabling organizations to effortlessly assess the integrity of their cybersecurity measures while revealing real-time security vulnerabilities. With a focus on pen testing, compliance, and vulnerability scanning, Pentera serves thousands of security professionals and service providers globally, helping them identify and remediate security weaknesses before they can be exploited.

📋 Description

• Launch Pentera's 100% channel model in the US, including partner announcement, rules of engagement, and internal deal-routing processes • Build the partner base by selecting 10–15 priority partners, recruiting missing partners, exiting non-producing partners, and running joint plans with pipeline targets • Enable partner engineers through certification on Pentera's competitive positioning, with SPIFFs for certified engineers and registered deals • Generate rep-to-rep and rep-to-account meetings, deal registrations, and partner-sourced pipeline using proactive account mapping with Crossbeam • Review pipeline weekly with Sales, Marketing, and BDR leadership • Manage a Channel ISR working with the partner representative base daily • Test new routes to market, including MSSPs, marketplaces, and technology alliances, and scale what produces business • Report to the VP of Marketing

🎯 Requirements

• Must be based in the USA / United States • 5+ years of channel or partner management at a cybersecurity vendor • Direct experience with US security-focused VARs, regional resellers, and national partners • Proven track record of generating pipeline and revenue through partners, expressed in numbers, not partner counts • Experience building a channel program, motion, or route to market from scratch, or turning one around • Strong grasp of deal registration, margin, MDF, tiering, distribution, and partner program design • Willingness to say no to partners and hold the line with sales on the channel model • Experimental mindset: launches, measures, and kills initiatives quickly • Comfortable working as a player-coach alongside a direct report • Excellent communication and executive-engagement skills • Must be based in the United States • Travel required

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