Head of Channel

The role

The Head of Channel will build and lead the global partner strategy. This leader will own the channel motion across resellers, distributors, systems integrators, and MSSPs to expand reach in the AI security market.

What you will do

• Define and execute channel strategy including segmentation, coverage models, and revenue targets.
• Build and expand executive relationships with strategic partners.
• Recruit, onboard, activate, and develop high-value partners.
• Create joint go-to-market plans with priority partners.
• Establish the channel operating rhythm including reviews, forecasting, and reporting.
• Partner with direct sales leadership to align account coverage and prevent channel conflict.
• Develop scalable partner enablement for sales, technical, and services teams.
• Collaborate cross-functionally to improve the partner lifecycle.
• Bring partner and market insights back to company leadership.
• Represent HiddenLayer with partners and at industry events.

Required qualifications

• 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.
• Track record of building or scaling partner programs and delivering partner-sourced, partner-influenced, and co-sell revenue.
• Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners.
• Prior experience carrying a direct or overlay quota.
• Understanding of how enterprise security and cloud solutions are evaluated, purchased, implemented, and expanded.
• Experience operating in a high-growth startup.
• Strong executive presence and ability to influence senior stakeholders.
• Excellent understanding of channel economics, partner incentives, deal registration, pipeline attribution, forecasting, and direct-versus-channel sales dynamics.
• Comfortable using Salesforce, PRM platforms, and reporting tools.
• Willingness to travel periodically for partner meetings, customer engagements, and industry events.

Nice to have

• Established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight
• Experience during Series A through Series C stages

Benefits

• Fully Remote
• Home office setup stipend
• Annual home office upgrades
• Monthly stipend for internet/phone expenses
• Five health insurance options, some fully subsidized
• Vision and dental
• 401k offerings
• Unlimited and flexible time off for salaried employees
• 15 paid company holidays
• Dedicated L&D fund for training, conferences, certifications and industry events

About the company

HiddenLayer protects the world’s most valuable technologies from adversarial AI attacks. The team built a patent-pending platform to help organizations adopt AI securely.