Director, Global Channels

Owl Cyber Defense•Columbia, MD

1d•Remote

About The Position

Owl is hiring a Director of Global Channels as the business owner of our global partner ecosystem. In this role, you will be responsible for the strategic architecture, expansion, and operational execution of our global indirect revenue streams. Owl is in a position of growth, and this role is a leadership opportunity for someone eager to grow a scalable, predictable machine that leverages Distributors, System Integrators (SIs), Value-Added Resellers (VARs), and strategic alliances to massively accelerate market penetration. This position requires a leader who blends high-level strategic planning with a rigorous, data-driven operating cadence to turn partners into independent extensions of our sales force.

Requirements

Bachelor’s or Master's degree preferably in a technical or business-related field.
10+ years of dedicated experience leading global channel sales, partner programs, or indirect revenue streams.
Previous experience working within the cyber security marketplace
Proven track record of architecting, launching, and managing multi-tiered partner programs involving Federal and Commercial Channels, Value-Added Resellers (VARs), and Global System Integrators (GSIs).
Knowledge and experience of cyber and network-based solutions
Demonstrated capability to build high-yield relationships within key target accounts, defense programs, and international distribution networks.
Expert-level understanding of complex procurement cycles, contract vehicles, and the competitive landscape within the global defense industry.
Self-starter with the desire and motivation to progress
An exceptional communicator with a proven ability to present to, negotiate with, and influence C-level executives internally and within partner organizations.
Highly analytical self-starter who thrives in a growth environment and manages segments with a rigorous, data-driven mindset.
Ability to align cross-functional, virtual teams across engineering, marketing, and direct sales to achieve collective revenue targets.

Responsibilities

Build and Scale High-Performing Teams: Recruit, onboard, and retain a global channel sales team, fostering a culture of high performance and accountability.
Cultivate Independent Partner Managers: Mentor and develop channel team members to operate as business owners of their respective regions, driving regional strategic planning and complete ownership of partner revenue targets.
Enable Partner Independence: Implement structured enablement, coaching, and certification cadences to ensure partners possess the technical capability and insights to win accounts without direct intervention.
Own the Global Channel Program: Architect and execute a global partner program that clearly defines margin structures, incentives, and requirements.
Optimize Ecosystem Density: Strategically identify, recruit, and cultivate high-yield Systems Integrators (SIs), Value-Added Resellers (VARs), and alliance partners that align with Owl’s target markets and geographies.
Drive Partner-Sourced Pipeline: Position Owl as the preferred technology partner within the ecosystem, leveraging commercial insights to motivate partners to proactively source new market opportunities.
Coordinate Field Co-Selling: Establish clear rules of engagement and collaborate with Sales leadership to ensure seamless co-selling alignment and eliminate channel conflict in the field.
Synchronize Go-To-Market: Partner closely with Product, Marketing and Sales to build localized, vertical-specific sales tools, training modules, and joint demand-generation campaigns.
Align Technical Resources: Work with Pre-Sales Engineering and Product Management to ensure partners receive the technical training, product roadmaps, and support required to position Owl solutions successfully.
Establish a Meticulous Operating Cadence: Run a strict weekly and monthly rhythm of partner pipeline reviews and strategic Quarterly Business Reviews (QBRs) to monitor ecosystem health.
Deliver Accurate Forecasts: Maintain CRM data hygiene, providing executive leadership with highly predictable, data-driven revenue forecasts for the global indirect business.
Enforce Program Governance: Monitor and manage partner compliance, performance metrics, and contract renewals, making data-backed adjustments to partner tiers and resource allocation when necessary.