Channel Account Director
FiligranThreat Intelligence company
United StatesSenior
Eurazeo
Accel
Insight Partners
Deutsche Telekom (T.Capital)
Moonfire Ventures
Sales & Account Management
About the role
TL;DR
Build and scale a high-quality ecosystem of VARs, Distributors and MSSPs.
- •This strategic role focuses on building and scaling a high-quality ecosystem of VARs, Distributors and MSSPs in the eastern regions of US and Canada.
- •Key Responsibilities Recruit, onboard, animate and drive accelerating sales through leading VARs, Distributors and MSSPs Develop and execute joint business plans with key partners covering sales goals, account mapping/co-selling, enablement/training, and demand generation with Marketing Plan and run regional partner demand-generation (campaigns, webinars, field events) with Marketing Define, track, and report KPIs Provide market and competitive insights to Sales, Product, Marketing, and Leadership Requirements Track Record: 6-10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement Channel Ecosystem: Proven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-selling Partner-First GTM: Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline Commercial & Negotiation: Strong commercial acumen; experience structuring deals balancing partner profitability and company goals
Required skills
Channel SalesAccount ManagementBusiness DevelopmentSalesNegotiationPartnership ManagementCRMSolution Selling
Domain expertise
cybersecurity