Channel Account Director - West Coast

Filigran

3d • Remote

About The Position

This is a strategic role, building and scaling a high-quality ecosystem of VARs, Distributors and MSSPs in the western regions of US and Canada, to drive predictable revenue growth. You will own the full partner lifecycle - recruiting, enablement, ongoing engagement - while championing a partner-first GTM engaging and supporting our field sales teams to accelerate pipeline and revenue. You'll actively contribute to enhancing our global partnership program and adapt it for your region. As the voice of the partner, you'll bring market and competitive insights back to Sales, Marketing, Product, and our leadership.

Requirements

• 6–10+ years in North America channel/partner sales for cybersecurity vendors, with consistent quota overachievement.
• Proven success building/scaling VAR, distributor, and MSSP partnerships in North America —recruiting, onboarding, enablement, joint planning, and co-selling.
• Tight alignment with Sales—account mapping, active deal engagement, pipeline reviews, and forecast discipline.
• Strong commercial acumen; experience structuring deals balancing partner profitability and company goals.
• Extensive trusted relationships across leading VARs, distributors, and MSSPs in the region.
• Able to position cybersecurity and threat intelligence offerings; familiarity with CTI/TIPs, SIEM, EDR/XDR, SOAR; coordinates technical enablement with SEs.
• Excellent CRM hygiene and reporting; rigorous pipeline management and forecasting.
• Creates repeatable processes, localizes central enablement, contributes program enhancements; self-starter, proactive, and adaptable.
• Executive presence; exceptional cross-functional collaboration with Sales, Marketing, Product, and Leadership.
• Identifies new opportunities and drives initiatives that grow partner success, pipeline, and revenue.

Nice To Haves

• Experience selling TIPs or CTI solutions.
• Built/rolled out a partner program or opened a new region for a security startup (Series A–C).
• Familiarity with US public-sector and enterprise procurement/compliance.

Responsibilities

• Own and exceed regional partner-sourced and partner-attached pipeline and revenue targets.
• Recruit, enable, and animate high-potential VARs, distributors, and MSSPs aligned to the North America plan.
• 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.
• Champion a partner-first motion with Sales: deal strategy/structuring, executive alignment, disciplined deal registration, and forecast accuracy.
• Ensure pipeline hygiene and accurate channel forecasting; maintain CRM/PRM data hygiene and accurate channel forecasting; maintain CRM/PRM data quality (partner profiles, contacts, opportunities, activities).
• Review and suggest enhancements to our channel and MSSP programs and enablement content; Create new partner supporting and enablement collateral.
• Provide market and competitive insights to Sales, Product, Marketing, and Leadership.

Benefits

• Competitive pay + equity - everyone shares in our success
• Remote-first, flexible, and balanced - work that fits your life
• Your setup, your choice - pick the gear that works for you
• Twice-a-year gatherings - we meet in person for regional and global offsites to connect, collaborate, and strengthen our culture beyond the screen

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed