UpGuard - Head of Channel
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Requirements
• The General Manager Mindset: You thrive on the challenge of owning a business line end-to-end. You are a builder who wants the backing of a high-performance direct sales machine while you architect the channel from the ground up • Validate then Invest: You balance building systems that are scrappy enough for today with the robustness needed for our current scale • Systems-Minded: You think in terms of scale and repeatability. You build data-driven systems that produce consistent and predictable results • The Relational Connector: You are highly collaborative and build meaningful trust with both external partners and internal stakeholders • Exceptional Communicator: You possess the clarity and agility to jump from board-level strategy to assisting an AE with unblocking a specific account • High-Agency: You thrive with clear revenue goals and the autonomy to build the path to get there • What will give you an edge? • Proven track record of building and scaling partner-sourced revenue in a B2B cybersecurity SaaS in the midmarket • Deep, hands-on experience with Cloud Marketplaces as a transactional and lead-gen tool • Strong experience andnetwork within the Cybersecurity landscape (VARs, MSSPs, and Distributors) • Experience designing programs that scale into international markets
Benefits
• UpGuard is a high-growth cybersecurity platform ($75M Series C) scaling towards our next phase of growth. We have a high-performance direct sales motion and best-in-class metrics. Now, we are ready for a Head of Channel to architect and scale our global partner ecosystem. • What will you do? • Build the Program from Zero: Design the tiers, the "Rules of Engagement" (ROE) for our direct team, and the legal/financial frameworks that make UpGuard partner-ready • Build Marketplaces into a Strategic Lever: You will own the strategy and execution of our Cloud Marketplace presence (GCP/AWS/Azure). You’ll lead the end-to-end execution of Private Offers to tap into committed cloud spend and accelerate enterprise procurement • Source the Pipeline: Recruit and enable a curated network of VARs and MSSPs. You are responsible for driving partner-originated leads that move the needle on our ARR • Systems Architecture: Partner with RevOps to stand up the first versions of deal registration, attribution, and reporting. You’ll ensure the channel is integrated into our data-driven sales culture • Be the Primary Operator: This is an IC-to-Leader role. You’ll personally onboard the first wave of partners and prove the sourced-revenue model before scaling the global function • Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being • WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard • $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance • Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries. • 18 weeks paid Parental Leave: Irrespective of parenting role • Personal Leave Allowance: This includes sick & carer’s leave • Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance • Top-spec hardware: All team members will be provided with top-spec laptops for their role • Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work • Health Insurance: Health, dental, and vision insurance • UpGuard operates with clarity, transparency and a strong bias for action. We value ownership, direct communication and a no-nonsense approach to getting things done. While we are remote-first, we invest deliberately in bringing teams together to build trust and connection. • Within our revenue leadership group, collaboration matters. We hold ourselves to high standards, operate with low ego, and care deeply about developing our people while delivering results • UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work, apply now to find out why!
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