Head of Channel Partnerships

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Head of Channel Partnerships based in the United States.

This is a unique opportunity to build and lead a channel-first go-to-market strategy from the ground up within a rapidly growing technology company. As the founding leader of the channel function, you will define the partner ecosystem, establish scalable programs, and drive revenue growth exclusively through strategic partnerships. Working closely with Solutions Engineering, Revenue Operations, Product, and executive leadership, you will shape long-term channel strategy while creating an exceptional experience for partners. This highly entrepreneurial role offers significant ownership, cross-functional influence, and the chance to leave a lasting impact on the company's growth trajectory. If you thrive in fast-paced startup environments and enjoy building high-performing partner ecosystems, this role offers an exciting opportunity to lead from day one.

Accountabilities:: Design, launch, and scale a comprehensive channel partner program, defining partner strategy, program structure, incentive models, operating processes, and long-term growth plans.

Identify, recruit, onboard, and develop strategic regional partners, including value-added resellers (VARs), managed security service providers (MSSPs), and alliance partners.

Build trusted relationships with partner organizations while driving joint pipeline generation, co-selling initiatives, and sustainable revenue growth.

Develop partner enablement resources, sales tools, training programs, and scalable deal registration processes that support successful partner engagement.

Collaborate closely with Solutions Engineering, Revenue Operations, Product, Engineering, and executive leadership to optimize partner success and continuously improve channel operations.

Gather customer and partner feedback to help influence product direction and strengthen go-to-market strategies.

Represent the organization at industry conferences, partner events, and customer engagements while tracking program performance and reporting strategic insights to executive leadership.

Requirements

8–10+ years of experience building, leading, and scaling channel partnership programs within high-growth technology organizations.

Demonstrated success creating channel programs from the ground up rather than managing existing partner ecosystems.

Strong experience operating within channel-first or channel-only go-to-market models.

Established relationships with regional VARs, MSSPs, strategic alliance partners, or similar technology partner networks.

Proven track record of generating measurable pipeline growth and revenue through channel partnerships.

Strong strategic planning, business development, negotiation, and relationship management skills.

Comfortable working in highly entrepreneurial environments where processes, programs, and strategy are built from scratch.

Excellent executive communication and cross-functional collaboration skills with the ability to influence internal stakeholders and external partners.

Experience within cybersecurity, infrastructure technology, emerging technologies, or startup environments is highly desirable.

Benefits

Competitive salary.

Meaningful equity participation.

Comprehensive benefits package.

401(k) retirement plan.

Fully remote work environment within the United States.

Opportunities for career growth and leadership development in a rapidly scaling startup.

Collaborative, innovative, and entrepreneurial company culture.

Travel opportunities for industry conferences, partner meetings, customer engagements, and team events.

How Jobgether works: We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team. We appreciate your interest and wish you the best!  Why Apply Through Jobgether?    Data Privacy Notice: By submitting your application, you acknowledge that Jobgether will process your personal data to evaluate your candidacy and share relevant information with the hiring employer. This processing is based on legitimate interest and pre-contractual measures under applicable data protection laws (including GDPR). You may exercise your rights (access, rectification, erasure, objection) at any time.     #LI-CL1