The Role
Owns partner-sourced revenue across the Eastern United States and Federal markets. Builds relationships with VARs, systems integrators, consulting firms, and technology alliances; develops joint account plans, activates partner sellers and technical teams, creates customer introductions, accelerates deals, and delivers pipeline and bookings targets. The role also manages forecasting, deal registration, attribution, partner enablement, account mapping, and collaboration with sales, marketing, and delivery teams.
Summary Generated by Built In
SpecterOps is seeking an Eastern Channel Director to build and operate a repeatable partner-sourced revenue motion across the Eastern United States and Federal.
You will be accountable for turning strategic partner relationships into qualified pipeline, customer access, deal acceleration, and bookings. You will help partners identify where BloodHound Enterprise and SpecterOps services solve customer problems, connect the right sellers and technical teams, and convert joint account plans into customer engagement and closed business. This role reports to the Director of Global Partnerships.
You will be accountable for turning strategic partner relationships into qualified pipeline, customer access, deal acceleration, and bookings. You will help partners identify where BloodHound Enterprise and SpecterOps services solve customer problems, connect the right sellers and technical teams, and convert joint account plans into customer engagement and closed business. This role reports to the Director of Global Partnerships.
Salary Range: $240,000–$300,000 OTE annually, commensurate with experience.
Location: Remote, based in an Eastern U.S. state, with travel as needed for partner and customer meetings, field activities, and company events.
Candidates must be authorized to work and reside in the United States. We do not currently sponsor immigration visas.
Candidates must be authorized to work and reside in the United States. We do not currently sponsor immigration visas.
Responsibilities
- 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.
Requirements
- 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.
Nice to Haves
- 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.
What We Offer
- 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!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. To request reasonable accommodations, please contact us at [email protected].
Unsolicited resumes are not accepted.
#LI-REMOTE
Skills Required
- 7+ years of channel sales, partner development, or related enterprise cybersecurity sales experience with demonstrated pipeline and revenue results
- Experience building or materially improving a repeatable partner-sourced pipeline motion with measurable conversion and revenue results
- 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
- Credibility with enterprise sales teams and ability to participate in account strategy, pipeline, and forecast discussions
- 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, determine next actions, and execute independently
- Strong opportunity management, forecasting, prioritization, and operational discipline
- Comfort being measured on pipeline and revenue outcomes rather than activity
- Authorization to work and reside in the United States
- Established relationships with Cisco, Splunk, GuidePoint, Optiv, major systems integrators, or consulting partners
- Practical experience using Salesforce, Crossbeam, and partner relationship management platforms
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The Company
What We Do
SpecterOps provides adversary-focused cybersecurity solutions to help organizations understand how threat actors maneuver against them, so they can successfully defend against advanced attacks. SpecterOps replicates adversary tradecraft, hardens systems against the attack cycle, and helps detect current advanced threat actor activity. Service offerings include internal program development, training courses, independent assessment options, and assessment operations support. With knowledge of the adversary, organizations are empowered to successfully prevent against devastating breaches. Contact us at [email protected].
