Channel Director, East

The role

The Channel Director, East will build and operate a repeatable partner-sourced revenue motion across the Eastern United States and Federal. This person will turn strategic partner relationships into qualified pipeline, customer access, deal acceleration, and bookings.

What you will do

• Own the East and Federal partner business plan and delivery against partner-sourced pipeline and bookings targets.
• Prioritize VARs, systems integrators, consulting partners, and technology alliances.
• Build productive relationships with Cisco and Splunk sellers, SEs, and partner teams.
• Map partner customers and prospects against target accounts using Crossbeam and approved account data.
• Run focused account planning with regional and Federal Sales leaders and AEs.
• Operationalize partner-specific sales plays through account mapping, enablement, and customer introductions.
• Identify and activate partner SEs, architects, and consultants.
• Participate in account strategy, pipeline, and deal discussions.
• Support deal registration, partner engagement, and opportunity progression with Sales.
• Work with Marketing on targeted campaigns and events.

Required qualifications

• 7+ years of channel sales, partner development, or related enterprise cybersecurity sales experience, with evidence of sourced pipeline and revenue results.
• Demonstrated success building or materially improving a repeatable partner-sourced pipeline motion, including measurable conversion and revenue results.
• Demonstrated ability to activate partner sellers and technical teams, build joint account plans, and create customer introductions that convert into qualified opportunities.
• Experience supporting Federal enterprise cybersecurity sales, including partner-led account access, joint account planning, and opportunity progression.
• Demonstrated credibility with enterprise sales teams.
• Commercial understanding of identity security, attack path management, and enterprise security buying motions.
• Strong commercial judgment, strategic thinking, listening, written communication, and executive presence.
• Ability to synthesize complex partner and customer information and execute independently.
• Strong opportunity management, forecasting, prioritization, and operational discipline.
• Comfortable being measured on outcomes rather than activity and being directly accountable for pipeline and revenue performance.
• Authorization to work and reside in the United States.

Nice to have

• Established relationships in the East and Federal ecosystem with Cisco, Splunk, GuidePoint, Optiv, major systems integrators, or consulting partners.
• Practical experience using Salesforce, Crossbeam, and partner relationship management platforms.

Benefits

• Health/Dental/Vision/life insurance: 100% covered for both the employee and their family
• Flexible time off policy
• 13 paid holidays annually
• 401(k) with up to 4% company match
• Stock options
• $1,500 new hire allowance to set up home office
• $500 annual home office allowance after first year
• $150 monthly cell phone and internet reimbursement
• $5,000 annual professional development allowance
• $5,250 towards continuing education or student loan repayment
• $1,200 annual budget for lifestyle, wellness, pet insurance and more
• A one-time $10,000 benefit towards family planning

Before you apply

• Candidates must be authorized to work and reside in the United States.
• We do not currently sponsor immigration visas.

About the company

SpecterOps is seeking an Eastern Channel Director to build and operate a repeatable partner-sourced revenue motion across the Eastern United States and Federal.