Head of Channel

Outtake•Chicago, IL

7d•$280,000 - $325,000

About The Position

Outtake is hiring its first Head of Channel to own the company’s channel strategy and build the channel function. The role owns targets for deals sourced and closed through channel partners and reports to the VP of Sales. Partners already contribute a meaningful share of Outtake’s pipeline, and the Head of Channel will build on that early success by selecting partners for investment, making the channel motion repeatable and forecastable, and hiring a team to scale it. The role combines partner relationship management, deal execution, program design, enablement, team building, and operational reporting. The Head of Channel will work closely with Sales leadership, Marketing, Finance, and RevOps; travel with partners; engage in deals; and develop a multi-year channel plan.

Requirements

At least 6 years in channel or partner sales roles at a cybersecurity or adjacent B2B software company, including experience owning a channel quota or program.
Existing relationships across the security VAR, MSSP, and distributor ecosystem.
A track record of growing partner-sourced revenue at an early- or mid-stage company.
Experience setting partner incentives, deal registration, and rules of engagement with the sales team.
Experience hiring and developing channel talent, or clear readiness to build a team.
Exceptional written and verbal communication with partner executives and technical teams.
A systems mindset and understanding of what to instrument in a CRM to make channel performance measurable.
Willingness to travel up to 50% of the time.

Nice To Haves

Experience with distributors and marketplace transactions.
Background in digital risk protection, threat intelligence, fraud, or brand protection.
Experience using AI thoughtfully to accelerate outcomes.

Responsibilities

Own partner-sourced and partner-influenced pipeline and revenue targets, build the channel forecast with the VP of Sales, and report on channel performance with the rigor applied to direct sales.
Set channel strategy by choosing partner types and specific partners to prioritize, recruit partners against the plan, and discontinue investment in partners that do not produce.
Serve as executive owner for strategic channel partners, run joint business plans and QBRs, and build relationships with partner leadership and field teams.
Design and evolve the partner program, including tiers, incentives, margins, deal registration, and rules of engagement between partner representatives and account executives.
Create an effective co-sell motion with direct sales, including account mapping, lead sharing, joint account planning, and fair, timely resolution of channel conflict.
Work with Marketing to create partner-facing training, battlecards, and certifications; deliver sales and technical training to partner teams and internal account executives.
Hire and lead the channel team, beginning with Channel Account Managers aligned to the account executive plan, and establish territories, targets, and operating cadence.
Configure CRM systems to accurately track partner activity, deal registration, attribution, and channel KPIs.
Travel with partners and work closely with Sales leadership, Marketing, Finance, and RevOps.