Head of Channel
About The Position
Teleskope is the only data security platform that automatically resolves data exposure. Powered by its Data Reasoning Layer that understands business context, Teleskope continuously discovers and classifies risky data, determines the appropriate action, and enforces it natively across on-prem, cloud, SaaS, and AI environments, without manual triage or external tools. Unlike DSPM tools that surface findings and stop there, Teleskope closes the loop between detection and resolution. Customers include Ramp, Petco, Dayforce and Notion. Fresh off our $25 million Series A round, Teleskope is accelerating rapidly, back by top-tier investors and exceptional product-market fit. We’re expanding our go-to-market team to accelerate adoption across the world’s leading enterprises. Teleskope is hiring a Head of Channel to accelerate and formalize our channel strategy, starting with VARs and service partners across North America. Teleskope already has a channel-friendly culture and existing traction with the channel — this role exists to take that foundation and make it strategic: building the programs, structure, and momentum that turn early traction into a durable revenue engine. You'll have real buy-in from Teleskope to build the channel program as you see fit, backed by a company-wide commitment to being channel-friendly. Teleskope is already one of the fastest growing data security companies on the market, and our channel program is still in its infancy. This role offers a chance to build and own Teleskope’s highest-leverage growth channel and help 10x the business.
Requirements
- 7–10+ years in channel sales, ideally in cybersecurity
- Existing, active relationships with VARs, with a strong understanding of the national partner landscape
- A proven track record recruiting, activating, and scaling VAR/reseller and service-partner relationships
- Experience building or significantly scaling a channel program at a Series A–C company
- Comfort operating as an individual contributor in a fast-paced, early-stage environment, with the ability to build and lead a high-functioning team over time
- Strong executive presence and negotiation skills
- Excellent cross-functional collaboration skills (Sales, Marketing, Product, Customer Success)
- Exceptional organization and proven ability to translate high-level goals into highly tactical initiatives
Nice To Haves
- Experience with data security, DSPM, CSPM, DLP, or other adjacent cyber categories
- Experience with cloud marketplaces (AWS, Azure, GCP Marketplace) as a partner or listing channel
Responsibilities
- Define and own Teleskope's channel strategy for North America, building on our existing channel traction and aligning it with company revenue and market-expansion goals
- Recruit, onboard, and activate VARs and service partners; grow and formalize the partner pipeline
- Design the partner program: tiering, incentive structures (deal registration, SPIFFs, rebates), and onboarding/enablement materials
- Own and report on partner-sourced and partner-influenced pipeline and revenue targets
- Build joint account plans and co-selling motions with the direct sales team
- Serve as the primary relationship owner for VAR and service partners, including day-to-day management and escalations
- Negotiate partnership agreements and commercial terms with new partners
- Represent Teleskope at industry events and with partner organizations to build the brand's presence in the channel community
- Drive technical and sales enablement initiatives for partner organizations, collaborating with a Teleskope Sales Engineer to deliver platform training and education
- Partner closely with Sales, Marketing, Product, and Customer Success to support partner-driven deals and joint campaigns
- Build and lead a high-performing channel team as the program scales
Benefits
- Meaningful equity in a fast-growing, Series A startup
- Competitive compensation with uncapped upside
- Direct exposure to and collaboration with executive leadership
- A chance to build and lead a national partner program from the ground up
- Health, vision, dental, 401(k), and more benefits, heavily subsidized by Teleskope
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
