Head of Global Channels & Alliances

Location: US

Scope: Full-time 

Reports to: VP of Sales

About the Role

As the Head of Alliances and Channel, you will play a pivotal role in driving our channel strategy to optimize distribution channels and accelerate revenue growth. You will lead a high-performing team responsible for cultivating strong partnerships with channel partners, ensuring alignment with our business objectives, and delivering exceptional value to our customers.


  • Channel Strategy Development: Develop and execute comprehensive channel strategies to maximize revenue and market share. Analyze market trends and competitor activities to identify new opportunities for channel expansion. 
  • Partner Relationship Management: Build and nurture strong relationships with channel partners, including distributors, resellers, and retailers. Collaborate closely with partners to develop joint business plans and execute co-marketing activities. 
  • Channel Performance Optimization: Monitor and analyze channel performance metrics to identify areas for improvement. Develop and implement initiatives to enhance channel effectiveness and efficiency. 
  • Sales Enablement: Work closely with the team to ensure effective communication and alignment of channel strategies. Provide training and support to empower sales representatives and channel partners to effectively promote and sell our SaaS security solutions. 
  • New Channel Development: Identify and evaluate new channel opportunities to expand our reach and penetrate new markets. Lead the onboarding process for new channel partners, ensuring smooth integration and alignment with our brand values.
  • Cross-Functional Collaboration: Collaborate with team members, including marketing, product, and finance, to ensure alignment of channel strategies with overall business objectives. Provide insights and recommendations to support product positioning, pricing, and promotional activities. 
  • Budget Management: Develop and manage the channel budget, ensuring efficient allocation of resources to achieve desired business outcomes. Monitor expenses and ROI to optimize budget utilization and drive maximum value.
  • Management of Service Provider (MSP/MSSP) Deals: Take ownership of negotiating and executing MSP and MSSP agreements. Drive the development of strategic partnerships with MSPs/MSSPs to maximize revenue opportunities and enhance customer value. Provide leadership in managing MSP/MSSP accounts, identifying areas for growth, and implementing strategies to capitalize on upsell and cross-sell opportunities, ultimately driving additional revenue.


  • Proven experience in channel management, sales, or business development within the SaaS security or Cyber Security startup industry. 
  • Strong understanding of channel dynamics and distribution strategies. 
  • Excellent interpersonal and communication skills, with the ability to build rapport and negotiate effectively with internal and external stakeholders. 
  • Strategic thinker with a track record of developing and executing successful channel strategies. 
  • Analytical mindset with the ability to leverage data to drive informed decision-making. 
  • Leadership experience, with the ability to inspire and motivate a team to achieve goals and objectives. 
  • Results-oriented mindset with a focus on driving revenue growth and maximizing profitability.
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