Channel Director, East Remote

Specter Ops 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 Blood Hound Enterprise and Specter Ops 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.

$240,000-$300,000 OTE annually, commensurate with experience.

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.

• 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 Specter Ops 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 Specter Ops 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…