Director, Channel - Americas

Airlock Digital•Austin, TX

5d•$280,000 - $350,000•Remote

About The Position

The Director, Channel – Americas will lead the development and execution of Airlock Digital’s channel strategy across the Americas. This leader will manage and develop a team of Field Channel Managers responsible for strategic and focus resellers, partner enablement, pipeline acceleration, and channel-generated revenue. This role requires a strong combination of people leadership, enterprise sales experience, and channel expertise. The Manager, Channel – Americas will build and scale Airlock’s regional partner ecosystem while ensuring the team successfully recruits, onboards, enables, and grows productive partners. Working closely with Sales, Marketing, Strategic Alliances, Product, Customer Success, Sales Operations, and Legal, this leader will create go-to-market programs that increase partner engagement, generate new opportunities, and expand the adoption of Airlock Digital’s solutions. The role reports to the VP of Channels and Alliances.

Requirements

5+ years of leadership experience, including hiring, coaching, and developing channel, partner, business development, or sales professionals.
10+ years of combined experience in channel sales, partner management, strategic alliances, business development, enterprise sales, or account management within cybersecurity, SaaS, or enterprise technology.
Demonstrated success building and executing regional channel strategies that generate measurable pipeline and revenue growth.
Experience managing relationships with resellers, distributors, systems integrators, service providers, managed security service providers, and technology partners.
Strong understanding of indirect sales models, channel operating structures, partner economics, incentive programs, and market development funds.
Proven ability to recruit, onboard, enable, and grow productive partner relationships.
Strong enterprise sales acumen, with experience helping direct sales teams and partners navigate complex opportunities.
Experience developing joint business plans, go-to-market programs, co-selling initiatives, and partner-led demand-generation campaigns.
Demonstrated ability to influence decisions and build alignment across a global, matrixed organization.
Data-driven mindset with the ability to analyze partner performance, evaluate program effectiveness, and refine strategies accordingly.
Experience working with CRM, partner relationship management, and sales enablement platforms.
Strong executive presence with excellent communication, negotiation, presentation, and relationship-building skills.
Comfortable balancing strategic leadership with hands-on execution in a high-growth global organization.
Bachelor’s degree in business, sales, or a related field, or equivalent professional experience.

Responsibilities

Hire, lead, coach, and develop a high-performing team of Field Channel Managers across the Americas.
Establish clear performance expectations, revenue goals, development plans, and operating rhythms for the team.
Coach team members on partner strategy, business planning, pipeline development, deal execution, and executive relationship management.
Create a culture of accountability, collaboration, continuous improvement, and consistent execution.
Evaluate regional coverage and partner needs to ensure resources are aligned with Airlock’s growth priorities.
Develop and execute Airlock Digital’s channel strategy for the Americas in alignment with regional sales objectives and the global channel strategy.
Identify, recruit, and develop strategic resellers, distributors, systems integrators, service providers, managed security service providers, and technology alliance partners.
Define regional partner priorities, coverage models, and go-to-market plans that generate net-new pipeline and incremental revenue.
Develop joint business plans with priority partners that include revenue targets, pipeline goals, enablement activities, marketing programs, investments, and performance measures.
Strengthen Airlock’s presence within the cybersecurity partner community and identify opportunities to enter new markets and customer segments.
Oversee partner onboarding and activation to ensure new partners are equipped to position, sell, and support Airlock Digital’s solutions.
Develop and implement partner enablement programs, including training, certifications, sales tools, and technical resources.
Ensure partners can effectively communicate Airlock’s value proposition, navigate competitive situations, and support complex enterprise sales cycles.
Identify gaps in partner engagement and create programs that improve productivity, participation, and revenue contribution.
Serve as an executive sponsor for Airlock’s most strategic regional partner relationships.
Drive pipeline acceleration, deal registration, and partner participation in high-value opportunities.
Partner with Enterprise and Commercial Sales teams to incorporate channel partners into account planning and opportunity strategies.
Bridge Airlock’s direct and channel sales motions by promoting clear engagement, shared accountability, and effective co-selling.
Help partners develop new-logo acquisition and land-and-expand strategies.
Monitor partner-sourced and partner-influenced pipeline, revenue, deal progression, and new customer acquisition.
Identify pipeline gaps and work with the team, Sales, and partners to implement corrective actions.
Collaborate with Sales and Marketing to develop co-selling initiatives, lead-generation programs, targeted campaigns, and joint marketing activities.
Partner with Sales Enablement and Product teams to create relevant partner training, competitive positioning, and sales resources.
Work with Customer Success and technical teams to support successful partner-led customer outcomes.
Manage and optimize market development funds and partner incentives to increase participation and measurable business results.
Advocate for the needs and priorities of the Americas within Airlock’s global channel programs.
Lead regular business reviews and performance discussions with Field Channel Managers, senior partner stakeholders, and Airlock leadership.
Track partner performance metrics and use data to evaluate program effectiveness, guide investment decisions, and identify growth opportunities.
Ensure accurate and timely reporting of partner activity, pipeline, deal registration, and performance within Airlock’s CRM and partner relationship management systems.
Establish consistent regional processes for partner planning, enablement, pipeline management, and performance accountability.
Represent Airlock Digital at partner meetings, customer engagements, regional events, industry conferences, and networking forums.