Director, Channel - Americas

Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.  

With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.

The Director, Channel – Americas will lead the development and execution of Airlock Digital’s channel strategy across the Americas. This leader will manage and develop a team of Field Channel Managers responsible for strategic and focus resellers, partner enablement, pipeline acceleration, and channel-generated revenue.

This role requires a strong combination of people leadership, enterprise sales experience, and channel expertise. The Manager, Channel – Americas will build and scale Airlock’s regional partner ecosystem while ensuring the team successfully recruits, onboards, enables, and grows productive partners.

Working closely with Sales, Marketing, Strategic Alliances, Product, Customer Success, Sales Operations, and Legal, this leader will create go-to-market programs that increase partner engagement, generate new opportunities, and expand the adoption of Airlock Digital’s solutions.

The role reports to the VP of Channels and Alliances

• Hire, lead, coach, and develop a high-performing team of Field Channel Managers across the Americas.
• Establish clear performance expectations, revenue goals, development plans, and operating rhythms for the team.
• Coach team members on partner strategy, business planning, pipeline development, deal execution, and executive relationship management.
• Create a culture of accountability, collaboration, continuous improvement, and consistent execution.
• Evaluate regional coverage and partner needs to ensure resources are aligned with Airlock’s growth priorities.

• Develop and execute Airlock Digital’s channel strategy for the Americas in alignment with regional sales objectives and the global channel strategy.
• Identify, recruit, and develop strategic resellers, distributors, systems integrators, service providers, managed security service providers, and technology alliance partners.
• Define regional partner priorities, coverage models, and go-to-market plans that generate net-new pipeline and incremental revenue.
• Develop joint business plans with priority partners that include revenue targets, pipeline goals, enablement activities, marketing programs, investments, and performance measures.
• Strengthen Airlock’s presence within the cybersecurity partner community and identify opportunities to enter new markets and customer segments.

• Oversee partner onboarding and activation to ensure new partners are equipped to position, sell, and support Airlock Digital’s solutions.
• Develop and implement partner enablement programs, including training, certifications, sales tools, and technical resources.
• Ensure partners can effectively communicate Airlock’s value proposition, navigate competitive situations, and support complex enterprise sales cycles.
• Identify gaps in partner engagement and create programs that improve productivity, participation, and revenue contribution.
• Serve as an executive sponsor for Airlock’s most strategic regional partner relationships.

• Drive pipeline acceleration, deal registration, and partner participation in high-value opportunities.
• Partner with Enterprise and Commercial Sales teams to incorporate channel partners into account planning and opportunity strategies.
• Bridge Airlock’s direct and channel sales motions by promoting clear engagement, shared accountability, and effective co-selling.
• Help partners develop new-logo acquisition and land-and-expand strategies.
• Monitor partner-sourced and partner-influenced pipeline, revenue, deal progression, and new customer acquisition.
• Identify pipeline gaps and work with the team, Sales, and partners to implement corrective actions.

• Collaborate with Sales and Marketing to develop co-selling initiatives, lead-generation programs, targeted campaigns, and joint marketing activities.
• Partner with Sales Enablement and Product teams to create relevant partner training, competitive positioning, and sales resources.
• Work with Customer Success and technical teams to support successful partner-led customer outcomes.
• Manage and optimize market development funds and partner incentives to increase participation and measurable business results.
• Advocate for the needs and priorities of the Americas within Airlock’s global channel programs.

• Lead regular business reviews and performance discussions with Field Channel Managers, senior partner stakeholders, and Airlock leadership.
• Track partner performance metrics and use data to evaluate program effectiveness, guide investment decisions, and identify growth opportunities.
• Ensure accurate and timely reporting of partner activity, pipeline, deal registration, and performance within Airlock’s CRM and partner relationship management systems.
• Establish consistent regional processes for partner planning, enablement, pipeline management, and performance accountability.
• Represent Airlock Digital at partner meetings, customer engagements, regional events, industry conferences, and networking forums.

• 5+ years of leadership experience, including hiring, coaching, and developing channel, partner, business development, or sales professionals.
• 10+ years of combined experience in channel sales, partner management, strategic alliances, business development, enterprise sales, or account management within cybersecurity, SaaS, or enterprise technology.
• Demonstrated success building and executing regional channel strategies that generate measurable pipeline and revenue growth.
• Experience managing relationships with resellers, distributors, systems integrators, service providers, managed security service providers, and technology partners.
• Strong understanding of indirect sales models, channel operating structures, partner economics, incentive programs, and market development funds.
• Proven ability to recruit, onboard, enable, and grow productive partner relationships.
• Strong enterprise sales acumen, with experience helping direct sales teams and partners navigate complex opportunities.
• Experience developing joint business plans, go-to-market programs, co-selling initiatives, and partner-led demand-generation campaigns.
• Demonstrated ability to influence decisions and build alignment across a global, matrixed organization.
• Data-driven mindset with the ability to analyze partner performance, evaluate program effectiveness, and refine strategies accordingly.
• Experience working with CRM, partner relationship management, and sales enablement platforms.
• Strong executive presence with excellent communication, negotiation, presentation, and relationship-building skills.
• Comfortable balancing strategic leadership with hands-on execution in a high-growth global organization.
• Bachelor’s degree in business, sales, or a related field, or equivalent professional experience.

We don’t think money is everything, but we know it is an important part of your decision to apply for a role. The OTE range for this position is USD $280,000.00-$350,000.00. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.  

At Airlock Digital, we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance – 401K Plan with 4% Company Match – Life and Disability Programs – Paid Parental Leave - Paid time off and Paid Holidays – Volunteer and Birthday Time off – Home Office Allowance.

We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. 

We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you #LI-AF1 #LI-Remote