Director of Channel Sales

DirectDefense is seeking a dynamic and experienced Director of Channel Sales – North America to lead our efforts in building and evolving channel partnerships with IT service providers, Managed Security Service Providers (MSSP), resellers, and other key partners for North America. This role involves developing high-level channel sales strategies, managing channel account executives, and driving growth through strategic partnerships.

DirectDefense is committed to empowering partners with a comprehensive service delivery platform, tailored managed security solutions that meet the diverse needs of any industry. Our partner program is designed to ensure seamless onboarding, increase revenue, maximize profitability, and ensure customer success. We offer flexible, customized solutions to help partners deliver robust security plans and sustain their clients' security protections.

Key Responsibilities:

• Identify, establish, and nurture strategic alliances with MSSPs, resellers, and other relevant partners.

• Develop and implement high-level channel sales strategies to drive revenue growth and market expansion.

• Evangelize our service delivery platform to the reseller market. Articulating the value it brings to their business.

• Leverage DirectDefense’s managed security solutions to create compelling value propositions for partners.

• Design and execute the DirectDefense partner program to ensure seamless onboarding and ongoing support of partners.

• Collaborate with internal teams to tailor services and solutions to meet the unique needs of each partner and their clients.

• Monitor and analyze partnership performance, adjusting strategies as necessary to maximize profitability and customer success.

• Drive revenue growth through effective channel strategies and partnerships.

• Develop initiatives to maximize profitability for both DirectDefense and its partners.

• Track and report on key performance metrics, providing insights and recommendations for continuous improvement.

• Evaluate current Channel Program pieces and provide feedback and recommendations on optimizing the Channel Program.

• Collaborating with Marketing to develop partner onboarding and training and enablement documentation.

• Developing shared revenue incentives for partners.

• Ensure partners can deliver comprehensive security plans that identify and combat vulnerabilities and gaps.

• Work with partners to provide ongoing information and education, helping their clients sustain their security protections.

• Foster a customer-centric approach, ensuring that the end client's security and compliance needs are met.

• Oversee and manage the performance of channel account executives.

• Provide leadership, mentorship, and support to Channel Account Executives to ensure they achieve sales targets and professional growth.

• Develop training programs and resources to equip channel account executives with the knowledge and tools needed to succeed.

Qualifications:

• Bachelor’s degree in business, Marketing, Information Technology, or a related field.

• Minimum of 7-10 years of experience in channel sales, strategic partnerships, or related roles within the IT or cybersecurity industry.

• Proven track record of building and managing successful partnerships with IT service providers, MSSPs, resellers, and other channel partners.

• Strong understanding of managed security services and the cybersecurity landscape.

• Excellent leadership, communication, and interpersonal skills.

• Ability to develop and execute strategic sales plans and manage a team of channel account executives.

• Strong analytical and problem-solving skills, with a data-driven approach to decision-making.

• Ability to travel up to 50% to meet with partners and attend industry events.

Application Instructions: To apply, please submit your resume and cover letter through our online application portal. Applications will be reviewed on a rolling basis until the position is filled.

Salary range: $140,000-170,000 + bonus

Benefits include:

• 401(k)

• AD&D Insurance

• Dental Insurance

• Disability insurance

• Health insurance

• Life insurance

• Vision insurance

• Flex PTO program

• Paid certification and continuing education

Work schedule: Monday through Friday

Work hours: 40 hours a week

A little about DirectDefense

Since coming together in 2011 to form DirectDefense, our team has been committed to offering Cybersecurity defense strategies that are unmatched in the industry. Whether we are performing assessments of networks, platforms, and applications or applying managed services to improve your organization’s security posture, we are focused on providing world-class services that don’t just work–they work for you.

OUR MISSION

We establish partnerships with our clients based on trust and results. We leverage our deep industry knowledge and expertise to identify and remediate blind spots in your security program, provide meaningful visibility of your entire enterprise, and align your organization with security best practices and compliance standards.

OUR VISION

We aim to secure organizations across all industries against advanced threats and attacks in today’s world. Acting in partnership with organizations, we will provide unmatched information security services designed to improve your overall security posture, close gaps, and track vulnerabilities on an ongoing basis through continued education and support.

In accordance with applicable state laws, we are providing a good-faith estimate of the compensation range for this role. The anticipated salary range for this position is $140,000 to $170,000 per year. Actual compensation will be based on a variety of factors, including but not limited to the candidate’s qualifications, experience, skills, and location. This position may also be eligible for bonus incentives and a comprehensive benefits package.