Head of Channel
Adaptive SecurityAI Security company
RemoteDirector
Andreessen Horowitz
OpenAI
Sales & Account Management
About the role
TL;DR
Lead and scale Adaptive's channel program, defining strategy and driving revenue growth through partner ecosystems.
- •Adaptive is a cybersecurity startup focused on stopping AI-powered cyberattacks.
- •The company has secured significant funding, including an $81M Series B led by NVIDIA and Bain Capital Ventures.
- •Adaptive protects leading banks, technology companies, and healthcare organizations from emerging AI-driven threats.
- •Key Responsibilities Define and execute a comprehensive North America partner strategy.
- •Recruit, onboard, and scale relationships with key partners (VARs, GSIs, MSSPs, technology/cloud partners).
- •Drive partner-sourced and partner-influenced pipeline and revenue targets.
- •Design and implement partner enablement programs (training, certification, sales tools).
- •Build scalable partner programs, incentive structures, and operational frameworks.
- •Requirements 8-10+ years of experience in channel/alliances leadership within cybersecurity, data security, or enterprise SaaS.
- •Proven track record building and scaling high-performing partner ecosystems, primarily in North America.
- •Strong existing relationships with key channel partners (e.g., CDW, Optiv, SHI, GuidePoint, WWT, GSIs, hyperscalers).
- •Demonstrated success building channel partner programs in cybersecurity and driving significant partner-sourced revenue at scale.
- •Prior people-leadership experience building and managing a channel team.
Required skills
Channel SalesSalesforceHubSpotMarketoBusiness DevelopmentEnterprise SalesStrategic PlanningGo-to-Market
Nice-to-have skills
AWSGoogle CloudAzure
Domain expertise
cybersecuritydeveloper-toolsai
Tech stack
AWSGoogle CloudAzureSalesforceHubSpotMarketo
