Channel Director

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $240k - $300k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 0%

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SpecterOps

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🔒 Cybersecurity

🏢 Enterprise

📚 Education

Cybersecurity • Enterprise • Education

SpecterOps is a cybersecurity company specializing in attack path management and advanced adversarial tactics training. They offer products like BloodHound Enterprise, which is a tool for managing identity attack paths. SpecterOps provides a wide range of services including penetration testing, red team engagements, and purple team assessments to improve clients' security operations. They emphasize the integration of technical components to ensure robust prevention, detection, and response capabilities. SpecterOps also offers comprehensive training programs focused on adversary tactics, tradecraft analysis, and other cybersecurity fundamentals. The company is recognized for its open-source contributions and collaboration with the cybersecurity community.

📋 Description

• Build and operate a repeatable partner-sourced revenue motion across the Eastern United States and Federal • Own the East and Federal partner business plan and delivery against partner-sourced pipeline and bookings targets • Prioritize VARs, systems integrators, consulting partners, and technology alliances based on strategic and revenue potential • Build relationships with Cisco and Splunk sellers, SEs, and partner teams, translating integrations and use cases into sales plays • Map partner customers and prospects against SpecterOps target accounts and opportunities using Crossbeam and approved account data • Run account planning with regional and Federal Sales leaders and AEs • Secure partner introductions and define owners, next actions, and timelines for opportunities • Operationalize partner-specific sales plays through account mapping, enablement, customer introductions, and deal collaboration • Identify and activate partner SEs, architects, and consultants to create qualified opportunities • Participate in account strategy, pipeline, and deal discussions • Support deal registration, partner engagement, opportunity progression, services qualification, and scoping with Sales and delivery teams • Work with Marketing on targeted campaigns and events tied to named accounts and measurable pipeline outcomes • Maintain accurate Salesforce and partner-platform records and apply attribution standards • Forecast partner business using customer access, timing, procurement progress, and agreed next steps • Track conversion from prioritized accounts to introductions, qualified opportunities, and bookings • Identify stalled motions, take corrective action, and document successful plays for reuse • Own follow-through on commitments, surface blockers early, and close actions without repeated prompting

🎯 Requirements

• 7+ years of channel sales, partner development, or related enterprise cybersecurity sales experience, with evidence of sourced pipeline and revenue results • Demonstrated success building or materially improving a repeatable partner-sourced pipeline motion, including measurable conversion and revenue results • Demonstrated ability to activate partner sellers and technical teams, build joint account plans, and create customer introductions that convert into qualified opportunities • Experience supporting Federal enterprise cybersecurity sales, including partner-led account access, joint account planning, and opportunity progression • Demonstrated credibility with enterprise sales teams and ability to participate in account strategy, pipeline, and forecast discussions • Commercial understanding of identity security, attack path management, and enterprise security buying motions • Ability to explain customer value clearly and connect technical capabilities to business outcomes • Strong commercial judgment, strategic thinking, listening, written communication, and executive presence • Ability to synthesize complex partner and customer information, determine the next best action, and execute independently • Strong opportunity management, forecasting, prioritization, and operational discipline • Comfortable being measured on outcomes and accountable for pipeline and revenue performance • Authorization to work and reside in the United States; immigration visa sponsorship is not currently provided • Desire to embody the company’s stated core values • Nice to have: established relationships in the East and Federal ecosystem with Cisco, Splunk, GuidePoint, Optiv, major systems integrators, or consulting partners • Nice to have: practical experience using Salesforce, Crossbeam, and partner relationship management platforms

🏖️ Benefits

• Health/Dental/Vision/life insurance: 100% covered for both the employee and their family • Flexible time off policy • 13 paid holidays annually • 401(k) with up to 4% company match • Stock options • Remote work: $1,500 new hire allowance to set up home office • $500 annual home office allowance after first year • $150 monthly cell phone and internet reimbursement • $5,000 annual professional development allowance • $5,250 towards continuing education or student loan repayment • $1,200 annual budget for lifestyle, wellness, pet insurance and more • A one-time $10,000 benefit towards family planning • In-person and virtual employee events throughout the year • Company swag