VP, Channel Partnerships

Venn

3d

About The Position

This role is for a VP, Channel Partnerships who will own the outcome of the channel strategy, not just the plan. Venn's proven tech and team will be behind the individual, but the partner strategy, KPIs, and the day-to-day motion of recruiting and enabling partners are theirs to define. This is not a traditional executive channel leadership role; the individual will be comfortable presenting channel strategy to executive leadership, running partner account mapping sessions, delivering enablement, helping close deals, or building joint business plans. The role will operate as an individual contributor first, then build out a team of regional channel managers as the program proves out.

Requirements

• A track record of channel leadership progression — e.g., regional or manager-level channel roles at a larger company, now ready to own the lead seat without giving up the day-to-day
• Demonstrated, specific success building partner relationships and driving measurable results ("in the Northeast, I brought on these partners, enabled them, and drove this level of revenue")
• Channel experience in cybersecurity, endpoint security, or a closely adjacent enterprise software space
• Working relationships with VARs, national solution providers, systems integrators, and/or MSSPs
• Fluency with CRM and forecasting systems (Salesforce, HubSpot, or similar) and comfort building a business plan from scratch
• A genuine willingness to be an individual contributor — recruiting partners, mapping accounts, pushing deals forward — while building the strategic plan in parallel
• Comfort operating in both directions: managing up to executive leadership and rolling up your sleeves with partners and (eventually) your team
• Strong business acumen and sound judgment, with the ability to make quick decisions while juggling many things at once

Nice To Haves

• Experience at an emerging or growth-stage SaaS company that had to build its channel program rather than inherit one
• Experience on both ends of the company-size spectrum — built a channel program at a larger company and later moved to a startup (or vice versa)
• Familiarity with partner ecosystems including SHI, CDW, Insight, Connection, Trace3, Presidio, World Wide Technology, ePlus, Optiv, GuidePoint Security, and leading regional cybersecurity solution providers
• Experience building channel programs from Series A/B/C through growth stage

Responsibilities

• Own the channel strategy: partner segmentation, routes to market, and partner engagement models
• Build annual channel business plans aligned to company growth goals, with clear KPIs for recruitment, enablement, pipeline, revenue, and partner profitability
• Recruit, develop, and manage strategic partners — National Solution Providers, Regional VARs, Security-focused Solution Providers, Global and Regional Systems Integrators, and Distribution partners
• Run executive business reviews, joint account planning, and account mapping sessions between Venn and partner sales teams
• Deliver partner sales and technical enablement, and build partner business plans hands-on
• Identify joint pipeline opportunities, support field sales on strategic partner deals, and join customer meetings alongside partners
• Partner with Sales Leadership to drive partner-sourced pipeline, repeatable co-selling motions, and higher partner attach rates
• Work with Marketing on campaigns, events, and partner success stories that drive pipeline and revenue
• Hire and coach Channel Account Managers as the team grows, building a scalable, high-performance partner organization

Benefits

• Competitive compensation and commission opportunities
• Equity at Venn
• Medical, dental, vision, life, and disability insurance
• Healthcare FSA, HSA, and commuter benefits
• Unlimited paid time off, paid sick time, NYSE company holidays, and a paid birthday off

What This Job Offers

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