Global Channel Leader — AI Security Partnerships

HiddenLayer; Portland (OR); Remote; USD 180.000 - 260.000; Vollzeit

Benefits dieser Stelle

Fully remote

Health benefits

Flexible time off

L&D fund

DEI commitment

Zusammenfassung

HiddenLayer is seeking a strategic and hands-on Head of Channel to lead the company’s global partner strategy across VARs, distributors, GSIs, MSSPs, and other ecosystem partners to accelerate AI security growth.

Reporting to the CRO, you will set the operating model, programs, and priorities to generate partner-sourced revenue, scale the channel engine, and drive cross-functional alignment with Enterprise Sales, Marketing, Customer Success, Product, and RevOps.

Qualifikationen

• 10+ years in channel sales, alliances, partner development, or ecosystem leadership in cybersecurity, cloud infrastructure, enterprise software, or related field.
• Proven track record scaling partner programs with measurable revenue.
• Experience with strategic VARs, distributors, GSIs, MSSPs, and tech partners (SHI/Optiv a plus).
• Direct or overlay quota experience; understanding enterprise security and cloud solution procurement.
• Experience in high-growth startups (Series A–C) building playbooks while delivering results.
• Strong executive presence to influence senior stakeholders and partners.
• Expertise in channel economics, incentives, deal registration, forecasting, and pipeline attribution.
• Proficient with Salesforce/PRM and reporting tools for partner visibility.
• Collaborative, commercially minded leader who can set strategy and move opportunities forward.
• Willingness to travel for partner meetings and events.

Aufgaben

• Define and execute HiddenLayer’s channel strategy, segmentation, coverage models, program design, priorities, and annual revenue targets.
• Build, manage, and expand executive relationships with strategic VARs, distributors, GSIs, MSSPs, and technology partners.
• Recruit, onboard, activate, and develop high-value partners, with clear plans for pipeline generation and revenue growth.
• Create joint go-to-market plans with priority partners, including account mapping, campaigns, and enablement.
• Establish channel operating rhythm: partner reviews, forecasting, pipeline inspection, and deal attribution.
• Partner with direct sales leadership to align account coverage and accelerate deal velocity.
• Develop scalable partner enablement for sales, technical, and services teams.
• Collaborate with Marketing, Solutions Architecture, Product, Customer Success, Legal, Finance, and RevOps to remove friction.
• Bring market insights to leadership to inform product priorities and ecosystem investments.
• Represent HiddenLayer with partners at industry events and build a strong channel reputation.

Kenntnisse

Channel sales

Alliances

Partner development

Ecosystem leadership

Executive relationships

Forecasting & reporting

Strategic influence

Tools

Salesforce

PRM platforms

CRM tools

Jobbeschreibung

HiddenLayer is seeking a strategic and hands-on Head of Channel to lead the company’s global partner strategy across VARs, distributors, GSIs, MSSPs, and other ecosystem partners to accelerate AI security growth.

Reporting to the CRO, you will set the operating model, programs, and priorities to generate partner-sourced revenue, scale the channel engine, and drive cross-functional alignment with Enterprise Sales, Marketing, Customer Success, Product, and RevOps.