Head of Channel Sales, AI Cybersecurity (Remote)

Planet Green Holdings; Denver (CO); Remote; USD 150,000 - 210,000; Full time

Job summary

Planet Green Holdings is seeking a Senior Director of Channel Sales to own and scale our global partner program for AI cybersecurity. This remote leadership role reports to executive leadership and focuses on resellers, MSSPs, GSIs, and technology alliances worldwide.

You will recruit and onboard strategic partners, build a high-performing channel team, and negotiate joint business plans while collaborating with direct sales, marketing, product, and customer success teams.

Qualifications

• 10+ years of channel/partnership sales experience in cybersecurity, SaaS, or enterprise software; at least 5 years in a senior channel leadership role (Director/VP level).
• Proven track record of building and scaling channel programs that contribute 30%+ of total company revenue at high-growth companies (Series A–C or later-stage cybersecurity vendors preferred).
• Deep existing relationships with key cybersecurity channel players (e.g., Optiv, GuidePoint, SHI, CDW, Presidio, Deloitte, PwC, Accenture, and major technology alliance ecosystems).
• Demonstrated success recruiting and managing MSSPs, GSIs, and technology alliances.
• Strong understanding of cybersecurity buying motions, compliance drivers, and data security solutions.
• Exceptional executive presence; experience negotiating complex partner agreements and presenting to C-level audiences.
• Data-driven mindset with proficiency in CRM/PRM tools, channel analytics, and forecasting.
• Bachelor's degree required; MBA a plus.
• Willingness to travel ~40–50% (partner meetings, events, QBRs).

Responsibilities

• Develop and execute a comprehensive channel sales strategy, including partner recruitment, enablement, tiering, and program frameworks.
• Identify, recruit, and onboard strategic partners (VARs, distributors, MSSPs, GSIs, and technology alliance partners) to drive indirect revenue growth.
• Build and lead a high-performing channel team (as the program scales), including channel managers and partner marketing resources.
• Own executive-level partner relationships; negotiate joint business plans, co-selling agreements, and aligned incentive structures.
• Collaborate closely with direct sales, marketing, product, and customer success teams to enable seamless channel support, deal registration, SPIFs/MDF, and conflict resolution.
• Design and manage partner programs, including certification/training, partner portals, deal registration processes, pricing/spiffs, and performance metrics.
• Drive partner-sourced and influenced pipeline/revenue to meet aggressive quarterly and annual targets.
• Analyze channel performance; forecast accurately and deliver executive-level reporting on partner health, ROI, and growth opportunities.
• Represent the company at industry events, partner conferences, and cybersecurity ecosystems.
• Stay current on cybersecurity channel trends, competitive dynamics, and evolving partner needs in DLP/IRM/data security.

Skills

CRM/PRM tools

Channel analytics

Forecasting

Education

Bachelor's degree

MBA

Job description

Planet Green Holdings is seeking a Senior Director of Channel Sales to own and scale our global partner program for AI cybersecurity. This remote leadership role reports to executive leadership and focuses on resellers, MSSPs, GSIs, and technology alliances worldwide.

You will recruit and onboard strategic partners, build a high-performing channel team, and negotiate joint business plans while collaborating with direct sales, marketing, product, and customer success teams.