Head of Channel

Head of Channel About the Company Innovative provider of AI security solutions IndustryComputer & Network Security TypePrivately Held, VC-backed Founded2022 Employees51-200 Specialties security for aicyber securitygen ai securityadversarial ml trainingai detection & responseprompt injection securitypii leakage protectionmodel tampering protectiondata poisoning securityai model scanningai threat researchand ai red teaming About the Role The Company is seeking a strategic, hands-on Head of Channel to build and lead its global partner strategy. The role will define the channel operating model, partner programs, coverage priorities, and revenue goals, while recruiting and developing strategic resellers, distributors, systems integrators, managed security providers, and technology partners. Responsibilities include creating joint go-to-market plans, enabling partner teams, coordinating co-selling with direct sales, and establishing processes for forecasting, pipeline reviews, deal registration, and performance reporting. The Head of Channel will collaborate across internal teams, share partner and market insights with leadership, and represent the organization with partners and at industry events. Candidates should have at least 10 years of experience in channel sales, alliances, partner development, or ecosystem leadership in cybersecurity, cloud infrastructure, enterprise software, or a related field. A track record of building or scaling partner programs and generating measurable partner-sourced, partner-influenced, and co-sell revenue is required. Applicants should bring experience managing strategic partner relationships, carrying a sales quota, and understanding channel economics, enterprise sales dynamics, and partner attribution. Strong executive presence, operational rigor, cross-functional collaboration, and familiarity with Salesforce, partner relationship management platforms, and reporting tools are important. Experience in a high-growth startup environment is preferred. Hiring Manager TitleCRO Functions Sales/RevenueBusiness Development