Head of Channel Partnerships

Nebulock

10d

About The Position

Nebulock is seeking a highly driven, entrepreneurial Channel Leader to establish and lead its channel partner program, as the company will exclusively go to market through partners. This role is foundational, as the channel program will be the primary revenue driver for Nebulock. The Channel Leader will be responsible for defining ideal partners, building regional relationships, designing the deal registration and enablement processes, and creating the operational framework for channel representatives and partners. This position will receive direct support from Solutions Engineering, Revenue Operations, and Product and Engineering leadership, reflecting a company-wide commitment to the channel strategy. This is a unique opportunity to shape a new discipline from its inception, influencing Nebulock's scaling strategy and having direct input into how the channel program is built and evolves.

Requirements

• 8-10+ years of experience building and scaling channel partner programs at high-growth companies, ideally within cybersecurity or infrastructure technology
• Demonstrated success founding or standing up a channel program from scratch, not just managing an existing one
• Experience operating in or building a channel-only or channel-first go-to-market model strongly preferred
• Strong existing relationships with regional VARs, MSSPs, or strategic alliance partners
• Track record of driving measurable pipeline and revenue growth through channel partnerships
• Comfortable operating without a playbook - you're energized by building structure and process where none currently exists
• Strong executive presence with the ability to build trust with partner leadership and internal stakeholders alike
• Highly motivated, resourceful, and driven by ownership of a program's success from day one
• Team-first mentality with a low-ego, collaborative approach to building a company

Nice To Haves

• Cybersecurity industry experience
• Startup or early-stage company experience
• Experience selling emerging technologies or security operations solutions

Responsibilities

• Design, launch, and own Nebulock's channel partner program from the ground up - structure, strategy, tiers, incentives, and operating cadence, as the exclusive go-to-market motion for the company
• Identify and recruit regional channel partners - VARs, MSSPs, and strategic alliances - and build deep, trust-based relationships with them directly
• Develop partner enablement materials, deal registration processes, and joint go-to-market motions that make it easy for partners to sell and win with Nebulock
• Serve as the primary relationship owner for regional partners, driving joint pipeline generation, co-selling, and revenue growth through the channel
• Partner closely with Solutions Engineering to ensure partners have the technical support and enablement needed to confidently position and sell Nebulock
• Work with Revenue Operations to build and refine deal registration, partner reporting, and program infrastructure that scales as the partner base grows
• Collaborate with Product and Engineering leadership to funnel partner and market feedback directly into the roadmap
• Represent Nebulock at regional industry events, partner conferences, and field functions to build the brand and relationships that anchor the program
• Report on program performance to Leadership, directly shaping the company's channel strategy and overall trajectory

Benefits

• Competitive salary
• Meaningful equity options
• Comprehensive benefits package, including 401(k)
• Opportunities to travel for conferences, workshops, customer meetings, and team-building events

What This Job Offers

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