Vice President of Channel Sales

As the Leader in Recruiting Intelligence, The Edens Group, LLC, has been retained by a leading provider of identity protection and cyber risk solutions to identify and recruit a highly results-driven VP of Channnel Sales to lead and scale their channel sales and partner programs. This role will be critical in developing strategic alliances and driving revenue through a strong network of partners.

Our client is a leader in the B2B2C Cybersecurity markets, with offices around the country. With this new position, you should be interested in and prepared to seize the opportunity to join a world-class, innovative team that is disrupting the cybersecurity industry to protect millions of organizations and individuals against cybercriminals and the billions of dollars in damages and disruption that they inflict daily around the globe.

Our client is seeking a powerful VP of Channel Sales to 10x the program: define the strategy, build our partner relationships, stand up the programs that make those partnerships productive, and lead the team that runs it day to day.

The VP of Channel will be responsible for building and leading the company’s channel sales strategy, driving growth through strategic alliances, channel partners, resellers, and distributors. This leader will own the end-to-end channel development process, including partner acquisition, enablement, management, and revenue growth. The ideal candidate will be a strategic thinker with proven success in building and scaling channel programs in a B2B SaaS environment.

You will be setting the direction for how the company shows up in the partner ecosystem for years to come, and you'll have real influence over what "channel" means at this company.

• Define Channel Strategy; develop and execute a comprehensive North America partner strategy aligned with the company’s go-to-market objectives.
• Build the Ecosystem; recruit, onboard, and scale relationships with key partners including VARs, GSIs, MSSPs, and technology/cloud partners.
• Partner Enablement; design and implement enablement programs — training, certification, and sales tools — so partners can effectively position, sell, and deliver the company’s platforms.
• Program Development; build scalable partner programs, incentive structures (SPIFFs, rebates, deal registration), and operational frameworks that accelerate partner engagement and performance.
• Executive Relationships:; establish and maintain senior-level relationships with partner executives, representing Adaptive at the highest levels of the partner organization.
• Drive revenue growth through channel partners by developing joint business plans, setting revenue targets, and monitoring partner performance against KPIs.
• Ensure channel partners are aligned with company goals and capable of delivering on revenue objectives.
• Work closely with marketing to develop and implement co-marketing strategies, joint campaigns, and events that drive partner engagement and lead generation through the channel.
• Align the company’s product roadmap with channel partners’ needs and feedback.
• Oversee the implementation and management of partner relationship management (PRM) tools and systems to improve channel operations, reporting, and partner engagement.
• Build, lead, and scale a high-performing channel team, including channel account managers, partner success managers, and channel marketing roles.
• Own and manage the overall performance of the channel program, reporting on revenue contribution, partner performance, and ROI. Use data to optimize the program, improve processes, and ensure scalable growth.

• 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS.
• Demonstrated…