Channel Director, East

SpecterOps · Remote · $240,000–$300,000 (stated in the posting)

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• 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 based on customer overlap, economic motivation, field commitment, strategic value, and revenue potential. Recommend where to increase, reduce, or discontinue investment based on results.
• Build productive relationships with Cisco and Splunk sellers, SEs, and partner teams; translate integrations and use cases into clear, seller-relevant sales plays.
• Map partner customers and prospects against SpecterOps target accounts and open opportunities using Crossbeam and approved account data.
• Run focused account planning with regional and Federal Sales leaders and AEs. Secure partner introductions and define an owner, next action, and timeline for each opportunity.
• Operationalize partner-specific sales plays through account mapping, seller and SE enablement, customer introductions, and active deal collaboration. Measure enablement by resulting customer engagement and pipeline, not attendance alone.
• Identify and activate partner SEs, architects, and consultants who can recognize customer needs, create technical conviction, and bring SpecterOps into qualified opportunities.
• Participate credibly in account strategy, pipeline, and deal discussions; identify where partner leverage can create access, improve win probability, or accelerate an active opportunity.
• Support deal registration, partner engagement, and opportunity progression with Sales. Coordinate services qualification and scoping with the responsible sales and delivery teams.
• Work with Marketing on targeted campaigns and events tied to named accounts, customer meetings, and measurable pipeline outcomes.
• Maintain accurate Salesforce and partner-platform records. Apply company attribution standards to distinguish partner-sourced opportunities, material partner influence, and procurement-only involvement. Forecast partner business using evidence of customer access, timing, procurement progress, and agreed next steps.
• Track conversion from prioritized accounts to introductions, qualified opportunities, and bookings. Identify stalled motions, take corrective action, and document successful plays for reuse.
• Own follow-through on commitments, surface blockers early, and close actions without repeated prompting.

• 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. Ability to participate in account strategy, pipeline, and forecast discussions, identify partner leverage within active opportunities, and earn the trust of AEs and sales leadership.
• Commercial understanding of identity security, attack path management, and enterprise security buying motions; ability to explain customer value clearly and connect technical capabilities to business outcomes.
• Strong commercial judgment, strategic thinking, listening, written communication, and executive presence.
• Ability to synthesize complex partner and customer information, determine the next best action, and execute independently without requiring detailed instruction or repeated follow-up.
• 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. We do not currently sponsor immigration visas.
• Desire to embody our core values of passionate curiosity, consistent improvement, empathy, sustainability, humility, and empowerment through transparency.

• 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.

• 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
• Remote work: $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
• In-person and virtual employee events throughout the year
• And of course, company swag!

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