VP of Channels

The Opportunity

A high-growth cybersecurity software company is hiring a senior channel leader to own and scale its global partner ecosystem. This is not a relationship-maintenance role. The incoming Vice President will define how the business recruits, enables, measures and holds partners accountable, while building the team and operating structure required to support the company through its next phase of growth.

The role owns the partner motion across security-focused resellers, MSSPs and global systems integrators, with immediate emphasis on the United States and a clear mandate to expand internationally, beginning with Europe. The position reports into senior global sales leadership and carries direct influence across sales, marketing, product and executive decision-making.

What You Will Own

Build the channel growth strategy

Translate company growth targets into a clear partner strategy, coverage model and execution plan.

Establish the mix of partner-sourced, partner-influenced and co-sell motions required to make channel a primary revenue engine.

Prioritize the partners, markets and routes to revenue with the strongest commercial potential.

Create the operating mechanics

Define the metrics, inspection cadence and accountability model for pipeline creation, conversion, revenue contribution, partner productivity and partner health.

Design partner segmentation, tiering, coverage and rules of engagement so resources are concentrated against partners capable of producing revenue.

Determine the channel organization required at each stage of scale, including the number, profile and regional allocation of Channel Account Managers and supporting resources.

Build repeatable planning, enablement, certification, co-marketing and co-selling programs that move partners from signed to productive.

Lead strategic partner relationships

Serve as executive sponsor for the company's most important partner relationships.

Deepen and activate relationships across GuidePoint Security and World Wide Technology as the two highest-priority partners.

Recruit and grow additional high-value resellers, MSSPs and GSIs aligned to the company's market and enterprise customer base.

Build and lead the team

Lead regional channel managers with clear goals, coaching, performance standards and operating discipline.

Assess current capability, remove execution barriers and add talent as the partner motion scales.

Create consistent execution across territories without over-centralizing decisions or slowing field teams.

Expand internationally

Build the foundation for international channel growth, beginning with Europe.

Identify priority markets and partners, adapt the operating model to regional buying dynamics and establish early executive relationships.

Partner across the business

Align sales, marketing and product around partner priorities, joint value propositions and field execution.

Provide executive leadership with a clear view of channel performance, investment requirements, risks and return.

What Success Looks Like

A focused partner ecosystem in which the highest-potential firms receive the right investment and are held to measurable commercial outcomes.

A documented and repeatable operating model for partner recruitment, activation, pipeline creation, deal execution and expansion.

Clear channel metrics that distinguish activity from productivity and allow leadership to make confident investment decisions.

The right CAM structure and coverage model for the company's stage, growth targets and international ambitions.

GuidePoint and WWT operating as active revenue partners, supported by executive alignment and field-level execution.

Channel established as a leading source of qualified pipeline and revenue rather than a support function to direct sales.

Required Experience

10 or more years in channel sales, partnerships or alliances within cybersecurity or closely adjacent enterprise security software, including at least five years leading people.

Direct experience inside companies operating through the approximately $25M to $100M revenue stage, with evidence that channel became the strongest or one of the strongest sources of revenue.

A demonstrable record of building the mechanics behind that growth: metrics, partner segmentation, program structure, enablement, pipeline governance, CAM capacity planning and performance accountability.

Strong, current relationships within GuidePoint Security and World Wide Technology. These are the two most important partner relationships for this hire.

Success recruiting, activating and scaling revenue with security-focused resellers, MSSPs and global systems integrators.

Hands-on experience building or managing European or broader international channel partnerships for a US-based software company.

Proven ability to lead channel managers, set expectations and improve execution across regions.

Executive presence with partners and internal leadership, paired with the willingness to work directly in deals and programs when needed.

Leadership Profile

Builder: creates structure where little exists and knows which processes are required at each stage of scale.

Commercial operator: connects partner activity to pipeline, conversion and revenue rather than measuring success by signed agreements.

Strategic and hands-on: can set a multi-year direction while improving near-term execution.

Credible leader: earns trust with senior partner executives, field sellers, CAMs and internal stakeholders.

Decisive: makes clear investment choices, stops low-yield activity and holds teams and partners accountable.

Why Join

This is an opportunity to shape the partner-led growth model of a cybersecurity company at a meaningful inflection point. The incoming leader will inherit a strategic mandate, direct access to executive leadership and the ability to determine how the channel organization, partner ecosystem and international motion are built for the next stage of scale.