Director of Channel US

Pentera • Burlington, MA

1d

About The Position

Pentera is hiring a Director of Channel - US to launch and build its 100% channel model in the United States. The channel is moving under Marketing and will operate as a pipeline engine. This is a build-and-disrupt role, rather than one focused on maintaining the existing partner program, with executive backing to test different approaches to driving business through partners.

The Director will report to the VP of Marketing and manage a Channel ISR. The role includes launching the US channel model and its deal-routing processes, building and managing a focused partner base, enabling partner engineers, and generating partner-sourced meetings and pipeline. The Director will also test additional routes to market, including MSSPs, marketplaces, and technology alliances.

Success and compensation are measured in part by qualified partner-sourced meetings, POVs, and closed-won revenue sourced or assisted by partners. Supporting measures include monthly deal registrations, certified partner engineers, and the partner-sourced share of the US pipeline. The role requires being based in the United States and travel.

Requirements

• At least 5 years of channel or partner management experience at a cybersecurity vendor.
• Direct experience with US security-focused VARs, regional resellers, and national partners.
• A proven track record of generating pipeline and revenue through partners, expressed in numbers rather than partner counts.
• Experience building a channel program, motion, or route to market from scratch, or turning one around.
• Strong understanding of deal registration, margin, MDF, tiering, and distribution, with a clear point of view on what to retain and what to drop.
• Willingness to say no to partners and uphold the channel model with Sales.
• An experimental mindset, including launching, measuring, and quickly ending initiatives that do not work.
• Player-coach approach and comfort doing the work alongside a direct report.
• Excellent communication and executive-engagement skills.
• Must be based in the United States; travel is required.

Responsibilities

• Launch Pentera's 100% channel model in the US, including the partner announcement, rules of engagement, and internal processes to route every deal through a partner.
• Build the partner base by selecting 10–15 priority partners, recruiting needed partners, exiting partners that do not produce, and running joint plans with pipeline targets.
• Enable partner engineers through certification on Pentera's positioning relative to competitors, and use SPIFFs for certified engineers and registered deals.
• Generate rep-to-rep and rep-to-account meetings, deal registrations, and partner-sourced pipeline.
• Use proactive account mapping through Crossbeam and review progress weekly with Sales, Marketing, and BDR leadership.
• Manage a Channel ISR who works with the partner representative base daily.
• Test new routes to market, including MSSPs, marketplaces, and technology alliances, and scale those that produce business.

What This Job Offers

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