Head of Channel Sales (United States)

Location : Remote (US or Canada)

JOB SUMMARY

CyberGuard Advantage is a fast-growing cybersecurity and compliance services firm trusted by organizations that demand deep technical expertise, rigorous methodologies, and measurable outcomes. We help clients reduce risk, strengthen their security posture, and navigate complex compliance requirements across frameworks including SOC, ISO, PCI, and HITRUST.

We are seeking a senior, hands-on Head of Channels to build and lead the firm’s partner and channel strategy. This role reports directly to the Chief Revenue Officer and is responsible for developing a scalable ecosystem that generates measurable partner-sourced and partner-influenced pipeline and bookings.

As Head of Channels, you will serve as the functional owner of CyberGuard Advantage’s channel and partnership motion. Working in close partnership with the CRO, Sales Leadership, Marketing, and Practice leaders, you will identify, recruit, activate, and grow the partners most capable of expanding our market reach and creating qualified opportunities.

This is not a passive alliance-management role. We are looking for a hands-on ecosystem builder who can personally develop relationships, engage partner sellers and executives, create joint go-to-market motions, and establish channels as a meaningful and predictable source of growth.

SUPERVISORY RESPONSIBILITY

This position has no formal direct reports. Provides engagement-level guidance as assigned.

CORE RESPONSIBILITIES

Channel Strategy & Functional Leadership

• Lead the channel function and serve as the primary owner of partner strategy, execution, and results

• Develop annual and quarterly channel plans aligned to pipeline and bookings targets

• Identify the partner categories and organizations with the greatest potential to reach CyberGuard Advantage’s target customers

• Establish KPIs tied to partner-sourced and partner-influenced pipeline, bookings, and ROI

• Serve as a strategic partner to the CRO and Sales Leadership on ecosystem strategy and growth priorities

Partner Recruitment & Ecosystem Development

• Identify, recruit, and develop high-value relationships across GRC platforms, cybersecurity vendors, MSP/MSSPs, advisory firms, PE/VC ecosystems, and other strategic channels

• Build executive-level relationships with priority partner organizations

• Develop clear partner value propositions that make CyberGuard Advantage easy and valuable to recommend

• Prioritize partner quality and revenue potential over the number of signed partnership agreements

• Continuously expand CyberGuard Advantage’s connectivity and visibility across the cybersecurity and compliance ecosystem

Partner Activation & Revenue Generation

• Turn partner relationships into active revenue-producing channels through enablement, account mapping, field engagement, referrals, and joint selling

• Build relationships beyond alliance leaders by engaging partner sellers, CSMs, account executives, regional leaders, and executives

• Develop and execute joint GTM plays, referral motions, campaigns, events, and co-selling strategies with priority partners

• Personally engage partners to uncover, develop, and accelerate strategic opportunities

Strategic Relationships & Market Engagement

• Develop trusted relationships with senior executives and channel leaders across the cybersecurity, compliance, and technology ecosystem

• Leverage personal and professional networks to create access to new partners, prospects, and market opportunities

• Represent CyberGuard Advantage at partner events, industry conferences, ecosystem forums, and joint thought leadership activities

• Provide market, competitive, partner, and customer insights to influence company strategy and offerings

Channel Operations & Performance Management

• Establish clear partner tiers, qualification criteria, performance expectations, and investment levels

• Drive CRM discipline and accurate attribution of partner-sourced and partner-influenced opportunities

• Establish a consistent operating cadence for partner pipeline reviews, performance management, and quarterly planning

• Partner closely with Sales, Marketing, Delivery leadership, technical SMEs, and executive leadership

• Build scalable channel processes and infrastructure that can support future team growth

OTHER DUTIES

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for their job. Duties, responsibilities, and activities may change at any time with or without notice, as allowed by law.

REQUIRED EDUCATION, EXPERIENCE AND CERTIFICATION:

• 7 - 10+ years of B2B sales, channels, partnerships, or business development experience, preferably in cybersecurity, compliance, GRC, SaaS, or professional services

• 3 - 5+ years of direct experience building or scaling channel and partner motions

• Experience working within a GRC technology provider (e.g., Vanta, Drata, Secureframe, Hyperproof) or an MSSP/MSP environment is strongly preferred

• Established relationships across the cybersecurity, compliance, GRC, technology, and MSP/MSSP ecosystems, with the ability to activate those relationships to generate pipeline

• Proven success generating measurable partner-sourced pipeline and bookings

• Strong executive presence and ability to build trusted relationships with CROs, CISOs, partner executives, sellers, and ecosystem leaders

• Highly commercial, hands-on mentality with a willingness to personally recruit partners, activate relationships, and work opportunities

• Experience with partner enablement, account mapping, co-selling, referral motions, joint GTM programs, CRM, and pipeline attribution

• Bachelor’s degree or equivalent experience

PHYSICAL REQUIREMENTS

This job operates in a professional virtual remote work environment. While performing the essential functions of this job, the employee is required to stand and sit for prolonged periods. Specific vision abilities required include close and medium distance vision and the ability to adjust focus. Must be able to hear normal sounds, distinguish sound as voice and communicate through human speech. This position requires the ability to routinely operate a keyboard, computer mouse, telephone, fax, scanner, copier, writing tools, scissors, and other standard office equipment. On an occasion, an employee will be asked to lift items weighing up to 25 lbs.