United States
Remote
Senior
Full Time
17 days ago
cybersecuritychannel_salespartner_managementremote
Requirements
- •6–10+ years in North America channel/partner sales for cybersecurity vendors with consistent quota overachievement
- •Proven success building/scaling VAR, distributor, and MSSP partnerships in North America including recruiting, onboarding, enablement, joint planning, and co-selling
- •Tight alignment with Sales including account mapping, active deal engagement, pipeline reviews, and forecast discipline
- •Strong commercial acumen and experience structuring deals balancing partner profitability and company goals
- •Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region
- •Ability to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs
- •Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting
- •Experience creating repeatable processes, localizing central enablement, contributing program enhancements; self-starter, proactive, and adaptable
- •Executive presence and exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership
- •Strategic thinking to identify new opportunities and drive initiatives that grow partner success, pipeline, and revenue
What You'll Do
- •Build and scale a high-quality ecosystem of VARs, Distributors and MSSPs in the western regions of US and Canada to drive predictable revenue growth
- •Own the full partner lifecycle including recruiting, enablement, and ongoing engagement
- •Champion a partner-first go-to-market strategy engaging and supporting field sales teams to accelerate pipeline and revenue
- •Contribute to enhancing the global partnership program and adapt it for the region
- •Bring market and competitive insights back to Sales, Marketing, Product, and leadership
- •Recruit, onboard, animate and drive accelerating sales through leading VARs, Distributors and MSSPs
- •Drive a partner-first motion with Sales including joint account mapping, co-selling, executive alignment, deal structuring, and forecast accuracy
- •Lead partner sales-training and manage Technical Enablement to elevate partner readiness
- •Run disciplined pipeline management, deal registration hygiene, and quarterly business reviews
- •Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets
- •Develop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with Marketing
- •Plan and run regional partner demand-generation campaigns, webinars, and field events with Marketing
- •Define, track, and report KPIs
- •Ensure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data quality
- •Review and suggest enhancements to channel and MSSP programs and enablement content; create new partner supporting and enablement collateral
- •Provide market and competitive insights to Sales, Product, Marketing, and Leadership
Nice to Have
- •Experience selling TIPs or CTI solutions
- •Built or rolled out a partner program or opened a new region for a security startup (Series A–C)
- •Familiarity with US public-sector and enterprise procurement/compliance
Benefits
- •Competitive pay plus equity
- •Remote-first, flexible, and balanced work environment
- •Choice of work setup and gear
- •Twice-a-year regional and global offsite gatherings
About Filigran
Filigran is a cybersecurity company that develops an open-source threat intelligence management platform.
Paris, France
100 - 250
Cybersecurity