Head of Channel

Hidden Layer is seeking a strategic and hands-on Head of Channel to build and lead the company’s global partner strategy. This leader will own the channel motion across strategic value-added resellers, distributors, systems integrators, managed security service providers, and other ecosystem partners that can help Hidden Layer expand its reach in the rapidly growing AI security market.

Reporting to the CRO, the Head of Channel will establish the operating model, priorities, and programs required to generate partner-sourced and partner-influenced revenue. You will work closely with Enterprise Sales, Solutions Architecture, Marketing, Customer Success, Product, and Rev Ops to create a coordinated partner experience, accelerate deal execution, and scale a repeatable channel engine. This is a highly visible leadership role for a builder who can set strategy, earn executive trust, and personally drive results while the team and program are taking shape.

Hidden Layer protects the world’s most valuable technologies from adversarial AI attacks. Our team of AI professionals and security experts built a patent-pending platform to help organizations adopt AI securely. Our rapid growth and innovation have earned recognition from RSA Innovation Sandbox, CB Insights AI 100, and more.

• Define and execute Hidden Layer’s channel strategy, including partner segmentation, coverage models, program design, priorities, and annual revenue targets.
• Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners aligned to Hidden Layer’s AI security platform.
• Recruit, onboard, activate, and develop high-value partners, creating clear plans for pipeline generation, co-selling, services delivery, and customer expansion.
• Create joint go-to-market plans with priority partners, including account mapping, campaigns, events, enablement, and measurable pipeline and revenue goals.
• Establish the channel operating rhythm, including partner business reviews, forecasting, pipeline inspection, deal registration, partner attribution, and performance reporting.
• Partner with direct sales leadership to align account coverage, orchestrate co-sell motions, prevent channel conflict, and improve deal velocity from opportunity creation through close.
• Develop scalable partner enablement for sales, technical, and services teams so partners can confidently position, demonstrate, sell, implement, and support Hidden Layer’s solutions.
• Collaborate cross-functionally with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and Rev Ops to remove friction and improve the partner lifecycle.
• Bring partner and market insights back to company leadership to inform product priorities, packaging, services, competitive positioning, and future ecosystem investments.
• Represent Hidden Layer with partners and at relevant industry events, communicating the company’s AI security vision and building a strong reputation in the channel.

• 10+ years of experience in channel sales, alliances, partner development, or ecosystem leadership within cybersecurity, cloud infrastructure, enterprise software, or a related field.
• A track record of building or significantly scaling partner programs and delivering measurable partner-sourced, partner-influenced, and co-sell revenue.
• Experience leading relationships with strategic VARs, distributors, systems integrators, MSSPs, and/or technology partners; established relationships with firms such as SHI, Optiv, GuidePoint Security, WWT, or Insight are a plus.
• Prior experience carrying a direct or overlay quota and understanding how enterprise security and cloud solutions are evaluated, purchased, implemented,…