Head of Channel

Adaptive Security
United States
Workplace: RemoteFull timeFunction: Administration & Executive AssistanceExperience: 8+ yearsSkills: ["Executive presence","Cross-functional leadership","Strategic and tactical execution","Partner management","People leadership"]

Lead and scale Adaptive’s North America channel program for a cybersecurity platform built to stop AI-powered cyberattacks. Define channel strategy, build partner ecosystems across VARs, GSIs, MSSPs, and cloud/technology partners, and drive partner-sourced pipeline and revenue. Own enablement (training, certification, sales tools), co-selling and joint account planning with sales leadership, develop partner incentives and operating frameworks, and lead the channel team day to day.

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Adaptive Security
Adaptive Security
5 days ago

Head of Channel

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Source: Company careers pageValidated by: Fursa AI
Last checked: 13 hours agoStatus: Live

Job Summary

Lead and scale Adaptive’s North America channel program for a cybersecurity platform built to stop AI-powered cyberattacks. Define channel strategy, build partner ecosystems across VARs, GSIs, MSSPs, and cloud/technology partners, and drive partner-sourced pipeline and revenue. Own enablement (training, certification, sales tools), co-selling and joint account planning with sales leadership, develop partner incentives and operating frameworks, and lead the channel team day to day.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Administration & Executive Assistance
Seniority: Sr. Director level

Key Responsibilities

  • •Define and execute a comprehensive North America partner channel strategy aligned with go-to-market objectives.
  • •Recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners.
  • •Own partner-sourced and partner-influenced pipeline and revenue targets for the region.
  • •Design and implement partner enablement programs including training, certification, and sales tools so partners can sell and deliver the platform.
  • •Hire, mentor, and lead the channel team, and collaborate cross-functionally with Marketing, Product, and Customer Success on joint campaigns, integrations, and partner-assisted delivery models.

Key Requirements

  • •8-10+ years 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 channel partners (e.g., CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers).
  • •Demonstrated success building channel partner programs in cybersecurity and driving significant partner-sourced revenue at scale.
  • •Deep understanding of enterprise sales cycles and co-selling motions, with prior people-leadership experience building/managing a channel team.
Experience:8+ yearsCybersecurityData securityEnterprise SaaSChannel partnerships
Skills:Executive presenceCross-functional leadershipStrategic and tactical executionPartner managementPeople leadership

Company Brief

Adaptive Security
Provides AI-native security awareness training and multi-channel attack simulations to protect organizations from deepfakes, vishing, smishing, and other AI-powered social engineering threats.
Industry: Cybersecurity
Company Size: Medium (51 to 250 employees)
Growth: Early Stage Startup
Funding: Series A
Headquarters: New York, United States
Founded: 2024
Glassdoor
Glassdoor: 3.3
WebsiteLinkedInGlassdoor