Director of Channel Sales

The role

The Director of Channel Sales will lead, scale, and drive revenue through the channel ecosystem. This person will build strategic partnerships with national and regional Value-Added Resellers and execute regional channel strategies.

What you will do

• Build, execute, and own the West Coast channel strategy to achieve regional revenue targets.
• Establish and nurture high-value executive and field-level relationships with core partners.
• Drive joint go-to-market strategy, business planning, and solution mapping with key VAR sales and technical leaders.
• Align with direct enterprise sales leaders and field reps to drive co-selling, pipeline generation and deal velocity.
• Conduct regular quarterly business reviews with key partner accounts.
• Facilitate enablement programs, training and certifications for partner teams.
• Drive partner mindshare and advocate for partner needs across internal teams.

Required qualifications

• Minimum of 10 years of total experience in cybersecurity sales or marketing.
• Minimum of 5 years of dedicated channel sales / alliance management experience in the cybersecurity industry.
• Willingness and ability to travel up to 50% across the Western territory.
• Proven record of exceeding quota targets and successfully developing multi-million dollar channel pipelines.
• Deep understanding of the enterprise cybersecurity technology landscape (e.g., Network Security, Endpoint, Identity, Cloud Security, SASE, or SecOps).
• Strong executive presentation, negotiation, and relationship-building skills.
• High proficiency in CRM platforms (e.g., Salesforce) and partner portal ecosystem management.

Nice to have

• Prior experience directly managing, mentoring, or growing a team of channel sales managers or field representatives.

Benefits

• Meaningful equity on top of salary.
• 90% of medical, dental, and vision is paid by Ent.
• 75% coverage for dependents for medical, dental, and vision.
• Flexible PTO.
• 12 weeks of fully paid maternity leave (birth, adoption, or foster).
• 8 weeks fully paid paternity leave.
• $100 monthly lifestyle account for fitness, wellness, or learning.
• $500 home office stipend for remote employees.

About the company

Ent is the intent-aware workspace security platform for securing human and AI-driven work. It is founded by the co-founders of RiskIQ and is in production with Global 2000 customers.