adaptivesecurity - Head of Channel
Requirements
• 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS • Proven track record building and scaling high-performing partner ecosystems, primarily in North America • Strong existing relationships with key channel partners (e.g., CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers) • Demonstrated success building channel partner programs in cybersecurity & driving significant partner-sourced revenue at scale • Deep understanding of enterprise sales cycles and co-selling motions • Strong executive presence with the ability to influence both internally and externally • Experience in high-growth startup or scale-up environments strongly preferred • Ability to operate both strategically and tactically in a fast-paced environment • Prior people-leadership experience building and managing a channel team
Responsibilities
• Define Channel Strategy: Develop and execute a comprehensive North America partner strategy aligned with Adaptive's go-to-market objectives • Build the Ecosystem: Recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners • Drive Revenue Growth: Own partner-sourced and partner-influenced pipeline and revenue targets for the region • Partner Enablement: Design and implement enablement programs — training, certification, and sales tools — so partners can effectively position, sell, and deliver Adaptive's platform • Go-to-Market Execution: Collaborate with regional sales leadership on joint account planning and co-selling motions • Program Development: Build scalable partner programs, incentive structures (SPIFFs, rebates, deal registration), and operational frameworks that accelerate partner engagement and performance • Executive Relationships: Establish and maintain senior-level relationships with partner executives, representing Adaptive at the highest levels of the partner organization • Cross-Functional Leadership: Partner with Marketing on joint campaigns, Product on integrations, and Customer Success on partner-assisted delivery models • Team Leadership: Hire, mentor, and lead a high-performing channel team across North America as the program scales • Reporting & Forecasting: Own channel forecasting and reporting, providing visibility to executive leadership on pipeline, performance, and program ROI
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