VP Channel Sales, Americas

IGEL Technology•,

1d•Remote

About The Position

IGEL is seeking a commercially driven, transformational VP Channel Sales, Americas to accelerate growth by turning its partner ecosystem into a proactive engine for new-customer acquisition, enterprise expansion, and revenue growth. The leader will own IGEL’s Americas channel strategy, building on the company’s position in End User Computing and secure digital workspaces while expanding its reach across cybersecurity, cyber resilience, and business continuity and disaster recovery (BC&DR). The role focuses on four strategic growth motions: Adaptive Secure Desktop, IT for OT, BC&DR new-customer acquisition, and BC&DR enterprise expansion. The VP will translate these priorities into partner go-to-market plans, develop partner-sourced pipeline and revenue, and establish repeatable sales programs. This is a hands-on executive leadership opportunity combining strategic planning with direct engagement in important partner relationships, opportunities, and executive-level sales pursuits. Reporting to the Chief Revenue Officer, the VP will collaborate with Americas Sales, Global Alliances, Partner Marketing, Presales, Product, Customer Success, Sales Enablement, and Revenue Operations. The role leads and develops the Americas Channel Sales organization, strengthens strategic partner relationships, expands security-led channel activity, and provides executive leadership with visibility into channel strategy and performance. The position is remote and requires travel throughout the Americas for strategic partner engagements, executive meetings, and industry events.

Requirements

15+ years of progressive leadership experience in Channel Sales, Strategic Alliances, Partner Business Development, or Enterprise Sales, including significant experience leading regional or national channel organizations.
Proven success transforming partner ecosystems and building high-performing channel sales organizations.
Established executive-level relationships across major Americas solution providers, distributors, systems integrators, or strategic technology partners.
Demonstrated experience in the cybersecurity partner ecosystem, including security-focused solution providers, integrators, or security practices within major national partners.
Ability to engage and influence partner executive, sales, and technical leadership, as well as solution portfolio decision-makers.
Strong understanding of partner economics, monetization strategies, services models, and partner sales incentives.
Demonstrated success building repeatable partner-led pipeline generation, new-customer acquisition, and co-selling programs.
Experience developing strategic business plans that deliver measurable revenue growth and partner performance.
Experience selling or developing channels for enterprise security, infrastructure, cloud, digital workspace, or business resilience solutions.
Strong commercial acumen, including revenue accountability, forecasting, pipeline management, business planning, and operational execution.
Demonstrated ability to lead organizational transformation, develop talent, and establish performance accountability.
Strong executive presence, communication, negotiation, presentation, and relationship-building skills.
Ability to operate strategically while remaining personally engaged in partner relationships, critical opportunities, and day-to-day execution.
Ability to collaborate effectively across sales, marketing, technical, customer success, and operational teams.
Willingness to travel throughout the Americas for strategic partner engagements, executive meetings, and industry events.

Nice To Haves

Experience working with major cybersecurity vendors, security-focused integrators, or security practice organizations.
Existing relationships with national solution providers, cybersecurity partners, distributors, or systems integrators within IGEL’s target ecosystem.
Experience developing partner-led security, ransomware resilience, business continuity, or disaster recovery solutions.
Familiarity with EUC, VDI, DaaS, endpoint operating systems, and modern digital workspace technologies.
Understanding of Zero Trust architectures, endpoint security, and enterprise cyber resilience strategies.
Experience building partner go-to-market programs across healthcare, financial services, government, manufacturing, retail, and other regulated or operationally complex industries.
Experience working with hyperscalers, strategic OEMs, distribution, managed service providers, and global systems integrators.
Experience expanding a technology company’s channel ecosystem into new solution categories or enterprise buying centers.
Bachelor’s degree or equivalent relevant experience; advanced degree preferred.

Responsibilities

Own and execute the Americas Channel Sales strategy in alignment with corporate growth objectives and go-to-market priorities.
Transform the channel organization into a proactive growth engine focused on new-customer acquisition, partner-sourced pipeline, enterprise expansion, and revenue performance.
Establish partner coverage strategies, segmentation, investment priorities, resource allocation, and performance expectations across solution providers, resellers, cybersecurity specialists, distributors, systems integrators, managed service providers, and technology partners.
Identify gaps in the partner ecosystem and recruit partners that expand IGEL’s reach into new markets, industries, and enterprise buying centers.
Build and expand executive-level relationships across the Americas partner ecosystem, including national solution providers and systems integrators.
Strengthen engagement with cybersecurity-focused solution providers, security partners, and integrators; leverage distribution and public-sector channel relationships to expand activation and coverage.
Coordinate with Global Alliances on strategic technology relationships and develop joint business plans, executive sponsorship, and partner engagement strategies.
Expand IGEL’s visibility within partner cybersecurity, infrastructure, digital workspace, and business resilience practices.
Develop and execute a strategy to expand IGEL’s relevance in the cybersecurity partner ecosystem, including relationships with security practice leaders, CISOs, security architects, and security sales leadership.
Position IGEL’s immutable endpoint operating system and preventative security approach as complementary to enterprise cybersecurity and Zero Trust-aligned architectures.
Develop partner-led opportunities in endpoint security, cyber resilience, ransomware preparedness, and business continuity, including joint solutions with vendors, integrators, and managed security providers.
Create repeatable security-led sales motions that introduce IGEL into new buying centers and enterprise accounts beyond traditional EUC teams.
Translate IGEL’s four strategic growth motions into partner go-to-market plans with target accounts, vertical priorities, enablement, partner ownership, and measurable outcomes.
Identify partners best positioned to execute each growth motion and develop repeatable sales plays involving customer targeting, messaging, technical validation, account planning, and opportunity development.
Prioritize BC&DR for new-customer acquisition while establishing differentiated expansion strategies for existing enterprise accounts.
Own partner-sourced and partner-influenced pipeline development and channel revenue performance across the Americas.
Establish joint account planning, territory alignment, demand generation, and co-selling programs with priority partners.
Connect partner account executives, security specialists, solution architects, and IGEL sales teams through effective engagement models.
Partner with Marketing on targeted campaigns, executive events, industry programs, and demand generation initiatives.
Establish disciplined pipeline management, opportunity qualification, forecasting, and performance measurement to improve partner productivity and revenue contribution.
Develop partner value propositions and business plans that create economic incentives and account for resale, services, integration, managed services, customer lifecycle opportunities, and enterprise expansion.
Understand partner profitability, practice economics, sales compensation incentives, and commercial decision-making; collaborate internally on partner-delivered services and recurring revenue opportunities.
Develop business models that encourage partners to generate demand proactively and understand IGEL’s contribution to their cybersecurity, resilience, infrastructure, and digital workspace practices.
Lead, develop, and optimize the Americas Channel Sales organization, building a culture of accountability, proactive business development, partner activation, and measurable results.
Assess organizational capabilities, partner coverage, and resource allocation; develop and mentor channel leaders and individual contributors with clear objectives and expectations.
Collaborate with Americas Sales and global channel and alliance leadership to align regional execution with enterprise account strategies and corporate partner priorities.
Coordinate with Presales, Marketing, Enablement, Product, Customer Success, and Revenue Operations on partner programs, technical enablement, solution development, and market expansion.
Provide the Chief Revenue Officer and executive leadership with visibility into channel strategy, pipeline, revenue performance, risks, and investment priorities.
Represent IGEL at strategic partner executive meetings, industry conferences, customer engagements, and leadership events.
Incorporate partner feedback and market intelligence into go-to-market, product, and commercial planning.

Benefits

Health, dental, vision, and prescription benefits, with employee premiums covered by IGEL.
11 company-paid holidays per year.
18–22 days of PTO per year, increasing with tenure as specified in the posting.
10 days of sick time per year, with rollover of unused days up to a maximum limit.
401(k) plan with 100% company match, up to $15,000 per year.
Paid maternity and paternity leave.
Monthly home office allowance.
Remote working opportunities and flexible working times.
Employee Assistance Program (EAP) and financial wellness tool.
Company-paid life insurance, long-term disability, and short-term disability coverage.
Wellbeing apps, including Rightway, Headspace, and Wellhub.
Training and development opportunities.
President’s Club for the highest-performing salespeople and overachievers.
A workplace culture based on trust, empowerment, and feedback.