Director of Channel Sales

Ent

1d • Remote

About The Position

Ent is hiring a Director of Channel Sales to lead, scale, and drive revenue through its channel ecosystem. The role focuses on expanding Ent’s presence by developing strategic partnerships with national and regional Value-Added Resellers (VARs), executing regional channel strategies, building executive relationships, and accelerating indirect sales growth. The position owns the West Coast channel strategy and regional revenue targets, while collaborating with enterprise sales, partner teams, and internal stakeholders to grow pipeline and partner performance.

Requirements

• At least 10 years of total experience in cybersecurity sales or marketing.
• At least 5 years of dedicated channel sales or alliance management experience in the cybersecurity industry.
• Willingness and ability to travel up to 50% across the Western territory for customer, partner, and industry event visits.
• Proven record of exceeding quota targets and developing multi-million-dollar channel pipelines.
• Deep understanding of the enterprise cybersecurity technology landscape, such as Network Security, Endpoint, Identity, Cloud Security, SASE, or SecOps.
• Strong executive presentation, negotiation, and relationship-building skills.
• High proficiency with CRM platforms such as Salesforce and partner portal ecosystem management.

Nice To Haves

• Prior experience directly managing, mentoring, or growing a team of channel sales managers or field representatives.

Responsibilities

• Build, execute, and own the West Coast channel strategy to achieve regional revenue targets.
• Establish and nurture executive and field-level relationships with core partners.
• Drive joint go-to-market strategy, business planning, and solution mapping with key VAR sales and technical leaders.
• Align with direct enterprise sales leaders and field representatives to drive co-selling, pipeline generation, and deal velocity.
• Conduct quarterly business reviews with key partner accounts to track performance, pipeline development, and revenue delivery.
• Facilitate enablement programs, training, and certifications for partner sales and technical teams.
• Drive partner mindshare and advocate internally for partner needs across product, marketing, and executive leadership teams.
• Optionally lead, mentor, or guide matrixed regional teams and channel managers as the ecosystem expands.

Benefits

• Meaningful equity in addition to salary.
• Ent pays 90% of the employee’s medical, dental, and vision coverage and 75% of dependent coverage.
• Flexible PTO.
• 12 weeks of fully paid maternity leave for birth, adoption, or foster placement.
• 8 weeks of fully paid paternity leave.
• $100 monthly lifestyle account for fitness, wellness, learning, and other eligible spending.
• $500 home office stipend for remote employees.

What This Job Offers

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