The Channel Director will be responsible for formalizing and scaling the company’s channel and alliances program. This role will strengthen and expand strategic national partnerships with firms such as WWT and GuidePoint Security, while activating and growing regional partnerships with firms such as Defy Security, Evotek, Technologent, and other VAR/SI partners.
The Director will focus on three primary outcomes:
- Program Development – Establish a structured channel program, engagement model, and operating cadence.
- Partner Activation – Drive pipeline and services opportunities through existing partners.
- Strategic Expansion – Develop deeper executive relationships with national partners and selectively recruit new regional partners.
This role will work closely with Sales, Marketing, Services, and Vendor Alliances to ensure partners are enabled and producing measurable revenue impact.
What You'll Do:
- 1. Channel Program Development
- Design and implement a tiered partner program
- Establish partner engagement framework (rules of engagement, deal registration, referral vs resale vs services)
- Create partner enablement framework
- Develop partner onboarding playbooks
- Align internal teams on partner engagement strategy
- Channel program guide
- Partner onboarding framework
- Partner enablement curriculum
- Partner portal / content structure 2. Strategic Partner Development
- WWT
- GuidePoint Security
- Additional national integrators as identified.
- Executive relationship development
- Account mapping across top enterprise accounts
- Joint solution positioning
- Vendor co-selling alignment
- Quarterly business reviews
- Defy Security
- Evotek
- Technologent
- Additional regional security partners.
- Refresh partner relationships
- Reintroduce services capabilities
- Conduct enablement sessions for partner sales teams
- Identify top seller champions within partner organizations
- Run pipeline generation campaigns
- Deliver partner sales training
- Build micro playbooks for partners
- Equip partners with positioning guides
- Conduct account mapping sessions
- Support joint customer meetings
- Partners understand when to bring us in
- Partners know how to position our services 5. Partner Pipeline Development
- Joint opportunity identification
- Co-selling motions
- Partner-led pipeline campaigns
- Marketing collaboration
- Field engagement with partner sellers
- Partner scorecards
- Quarterly business reviews
- Joint account planning
- Pipeline tracking
- Revenue attribution
- Partner sourced pipeline
- Partner influenced revenue
- Active partner sellers
- Enablement participation
- Opportunity conversion rates
Formalize the company’s channel operating model.
Key responsibilities:
Deliverables:
Build and deepen relationships with key national partners.
Primary targets include:
Key activities:
Objective:
Turn national partners into consistent sources of large services engagements.
3. Regional Partner ActivationStrengthen and activate relationships with regional VARs and services partners.
Examples include:
Key responsibilities:
Objective:
Drive consistent regional services pipeline.
4. Sales Enablement & Field ActivationA major part of the role will be enabling partner sellers.
Responsibilities:
Key outcomes:
The Channel Director will own pipeline development with partners.
Activities include:
Target:
Consistent partner sourced and partner influenced pipeline growth.
6. Partner Governance & PerformanceIntroduce operational rigor to partner relationships.
Responsibilities:
Metrics tracked:
What You Have:
- 4–8+ years in channel or alliances roles in a MSSP environment offering Pen Testing, MDR, SOC as a Service, and Security Engineering solutions
- Experience working with VARs, national integrators, or security partners
- Experience building partner programs from early stages
- Executive relationship development
- Partner enablement
- Pipeline development
- Sales strategy
- Cross-functional collaboration
- Builder (program creation)
- Operator (drive pipeline)
- Connector (relationships across partners)
Experience:
Skills:
Mindset:
This person must be:
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What We Do
Unified Security Operations, Delivered. We tear down the walls between red and blue teams & address risk exposure when it’s discovered—not weeks later. UltraViolet Cyber is a leading platform-enabled unified security operations company providing a comprehensive suite of security operations solutions. Founded and operated by security practitioners with decades of experience, the UltraViolet Cyber security-as- code platform combines technology innovation and human expertise to make advanced real time cybersecurity accessible for all organizations by eliminating risks of separate red and blue teams. By creating continuously optimized identification, detection and resilience from today’s dynamic threat landscape, UltraViolet Cyber provides both managed and custom-tailored unified security operations solutions to the Fortune 500, Federal Government, and Commercial clients. UltraViolet Cyber is headquartered in McLean, Virginia with global offices across the U.S. and in India.
