Director, North America Channel Sales

RSA Security•Burlington, MA

21h•$325,000 - $360,000•Remote

About The Position

RSA is seeking an experienced and results-oriented Director, North America Channel Sales to lead the strategy, execution, and growth of our Channel business across the United States and Canada. This Senior Sales Leadership role is responsible for defining and executing RSA's North America Channel strategy, driving partner-sourced and partner-influenced revenue growth, and building a world-class Channel organization. The successful candidate will bring an entrepreneurial mindset, strong leadership capabilities, and a passion for developing high-performing teams and strategic partnerships. The Director, North America Channel Sales will own the North America Channel business, lead and develop a team of Channel & Distribution Managers, and work closely with Distribution, National Solution Providers, Regional Partners, Strategic Alliances, and RSA's direct sales organization to accelerate growth and market expansion. This role is for a builder. RSA is seeking a leader who embraces ownership, thrives in a growth-oriented environment, and is passionate about creating something exceptional. The successful candidate will be responsible for evolving RSA's North America Channel strategy, scaling a world-class Channel organization, and building a partner ecosystem that serves as a competitive differentiator in the cybersecurity market. This individual will be expected to think like a business owner, challenge the status quo, identify new growth opportunities, and drive transformational growth through partners, distributors, and strategic alliances. The Director will be accountable for achieving North America Channel revenue objectives and ensuring the Channel organization materially contributes to RSA's long-term growth strategy through both partner-sourced and partner-influenced business. This leader will serve as a visible ambassador for the RSA brand within the partner ecosystem and will ensure the Channel remains a strategic growth engine for the company. Success in this role requires a strong sense of ownership, strategic thinking, operational rigor, and a commitment to building lasting partner relationships that drive measurable business outcomes.

Requirements

10+ years of enterprise software or cybersecurity sales experience.
5+ years leading Channel organizations and managing Channel sales teams.
Proven success building, scaling, and transforming partner ecosystems that deliver measurable revenue growth.
Demonstrated ownership of a regional or national partner revenue target.
Experience working with distributors, national solution providers, regional partners, cloud marketplaces, and strategic alliances.
Demonstrated ability to build and execute strategic business plans while driving operational excellence.
Strong executive presence with the ability to influence internal and external stakeholders.
Experience leading cross-functional initiatives across sales, marketing, technical teams, and operations.
Excellent coaching, leadership, communication, and talent development skills.
Strong analytical, forecasting, and business planning capabilities.
Entrepreneurial mindset with a willingness to build, improve, and scale programs in a fast-moving environment.
Ability to think strategically while maintaining a strong operational focus.
Ability to travel throughout North America as business needs require.

Nice To Haves

Cybersecurity industry experience strongly preferred.
Experience working within a high-growth software company.
Familiarity with modern channel sales methodologies, partner lifecycle management, and ecosystem development strategies.
Experience utilizing CRM, PRM, and forecasting platforms to drive business performance.
Experience building channel programs that support recurring revenue growth and long-term customer success.
Bachelor's degree required; advanced degree preferred.

Responsibilities

Develop and execute the North America Channel Sales strategy aligned to corporate growth objectives.
Own achievement of North America Channel revenue targets, including incremental/partner-sourced, partner-influenced, and distribution-generated business.
Establish annual business plans, revenue targets, partner segmentation models, and territory strategies.
Drive partner-sourced and partner-influenced revenue growth across all customer segments.
Identify new routes to market and opportunities to expand RSA's presence through strategic partnerships.
Build scalable programs that increase partner engagement, productivity, and profitability.
Maintain executive-level relationships with key partners, distributors, and alliance organizations.
Continuously evolve RSA's Channel strategy through modern partner engagement models, automation, data-driven insights, and emerging routes to market.
Serve as a trusted advisor to RSA executive leadership on market trends, competitive intelligence, partner investments, and growth opportunities.
Ensure RSA's Channel strategy directly supports the company's long-term growth objectives and strategic market priorities.
Recruit, hire, onboard, and develop a high-performing team of Channel Managers.
Build and mentor the next generation of RSA Channel leaders.
Create a culture of accountability, teamwork, career development, and execution excellence.
Coach team members on channel strategy, business planning, partner development, forecasting, and executive engagement.
Establish clear performance expectations, measurable success metrics, and development plans.
Conduct regular business reviews and coaching sessions to maximize team effectiveness.
Develop succession plans and create long-term organizational strength through talent development.
Lead executive business planning activities with strategic partners and distributors.
Participate in and support partner and distributor Quarterly Business Reviews (QBRs) to ensure alignment against growth objectives and mutual success plans.
Drive partner enablement, certification adoption, pipeline generation, and joint go-to-market execution.
Ensure partner investments are aligned to measurable business outcomes and ROI.
Champion RSA's value proposition and strengthen the RSA brand across the Channel community.
Establish executive relationships within key strategic partners and distributors that accelerate joint business growth.
Expand RSA's influence within the partner ecosystem by increasing executive engagement, mindshare, and preference among partners.
Partner closely with Channel Marketing to develop and execute demand generation campaigns, events, and partner growth initiatives.
Collaborate with Channel Pre-Sales leadership to ensure effective technical enablement and support for partners.
Work closely with Channel Operations to optimize programs, incentives, reporting, forecasting, and partner performance measurement.
Align with Regional Sales Leaders and Account Executives to maximize field collaboration and customer engagement.
Establish consistent engagement models between Direct Sales and Channel teams to maximize collaboration, reduce conflict, and accelerate customer acquisition.
Help influence future partner programs, incentives, investments, and go-to-market initiatives based on market feedback and business trends.
Drive cross-functional alignment to ensure RSA presents a consistent and compelling value proposition to the partner community.
Drive partner adoption and market expansion of RSA's Identity Security portfolio, including MFA, Passwordless Authentication, Identity Governance, Lifecycle Management, and related cybersecurity solutions.
Ensure partners can effectively communicate the business value of RSA's cybersecurity portfolio to customers and prospects.
Align partner growth plans with RSA strategic product priorities and long-term market opportunities.
Create strategic initiatives that increase partner-led demand for RSA's core Identity Security offerings.
Own channel forecasting, pipeline reviews, business reporting, and performance analytics.
Track and improve key partner metrics including recruitment, activation, productivity, revenue contribution, and market coverage.
Ensure disciplined execution of business plans across strategic, national, and regional partners.
Drive data-driven decision-making to improve channel effectiveness and market penetration.
Leverage analytics and operational insights to improve investment decisions and channel productivity.
Establish clear reporting and accountability frameworks that provide visibility into channel performance and growth opportunities.