Director of Channel Partnerships

CyberSheath; Reston (VA); Remote; USD 150,000 - 180,000; Full time

Job summary

A rapidly growing cybersecurity firm is seeking a Director of Channel Partnerships. The role involves developing and managing a channel program to drive growth through partnerships. Candidates should have over 10 years of experience in channel partnerships, proven success in building profitable programs, and strong negotiation skills. Remote work with approximately 50% travel. Competitive salary range is $150,000–$180,000 per year.

Qualifications

• 10+ years in channel partnerships, strategic alliances, or business development.
• Proven success in building scalable channel programs with measurable ROI.
• Strong presentation skills with the ability to influence stakeholders.

Responsibilities

• Design and manage CyberSheath's channel program.
• Negotiate contracts and terms with partners.
• Develop and deliver training programs for partners.

Skills

Channel partnerships

Strategic alliances

Business development

Negotiation skills

Executive communication

Cybersecurity compliance

Education

Bachelor's degree in Business, Marketing, or a related field

Tools

Microsoft 365

Azure

Job description

CyberSheath Services International LLC is a rapidly growing Managed Services Provider primarily focused on providing Cybersecurity services to the Defense Industrial Base (DIB). We are excited to be expanding our staff due to our growth and are looking to add a Director of Channel Partnerships to our team!

CyberSheath integrates compliance and threat mitigation efforts and eliminates redundant security practices that don't improve and, in fact, may weaken an organization's security posture. Our professionals tell clients where to stop spending, where to invest, and how to take what they are already doing and integrate it in a way that delivers improved security.

Successful candidates for CyberSheath are self-motivated, think out of the box, work, and solve issues independently. Additionally, our most successful people are self-starters and willing to put on many hats in order to succeed. CyberSheath is fast-growing and seeks candidates who want to be part of our upward trajectory.

Job Overview

CyberSheath Services International LLC, the most experienced and trusted CMMC compliance partner to the U.S. Defense Industrial Base (DIB), is seeking a Director of Channel Partnerships to accelerate growth through a scalable and high-performing partner ecosystem. This role will lead all aspects of channel development—including distributors, channel partners, and C3PAOs—driving measurable pipeline, partner enablement, and revenue impact.

Key Responsibilities

• Channel Program Development & Strategy: Design, launch, and manage CyberSheath's channel program with distributors, resellers, system integrators, C3PAOs, and consultants supporting the Defense Industrial Base.
• Define partner tiers, incentives, and enablement frameworks that drive engagement and measurable ROI.
• Negotiate contracts, margin structures, and partnership terms to ensure mutual profitability and compliance.

Partner Enablement & Sales Execution: Develop and deliver partner training programs—both virtual and in-person—to ensure consistent positioning and sales execution. Personally perform training and enablement sessions across technical, compliance, and sales topics. Actively participate in co-selling and joint sales efforts to achieve shared pipeline and revenue goals. Be directly accountable for the number of qualified leads and closed opportunities generated through each partner, as well as ROI per partner relationship.

• Relationship & Market Engagement: Maintain executive-level relationships across top partners and C3PAOs.
• Represent CyberSheath at defense industry events, trade shows, and channel summits (approximately 50% travel).
• Provide ongoing partner performance analysis and recommendations to optimize channel productivity.

Market Insight & Leadership: Stay informed on evolving CMMC, NIST 800-171, DFARS, and other defense compliance frameworks. Provide competitive intelligence and market insights to leadership to refine go-to-market strategy. Collaborate closely with marketing, delivery, and product teams to ensure channel alignment with corporate strategy.

• Stay informed on evolving CMMC, NIST 800-171, DFARS, and other defense compliance frameworks.
• Provide competitive intelligence and market insights to leadership to refine go-to-market strategy.
• Collaborate closely with marketing, delivery, and product teams to ensure channel alignment with corporate strategy.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field.
• 10+ years in channel partnerships, strategic alliances, or business development, with at least five years selling to the Defense Industrial Base.
• Proven success building and scaling profitable channel programs with measurable ROI.
• Demonstrated ability to negotiate and manage contracts, design and deliver training, and drive revenue through partner ecosystems.
• Strong presentation and executive communication skills with the ability to influence internal and external stakeholders.
• Deep understanding of cybersecurity compliance and government contracting environments.
• Proficiency in Microsoft 365 and Azure (Commercial, GCC, GCC High).

Work Environment: Remote work with approximately 50% travel to partner sites, defense conferences, and industry events.

CyberSheath is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, national origin, age, protected veteran status, among other things, or status as a qualified individual with a disability.

Budgeted Pay Range: $150,000—$180,000 USD