Remote AI Cybersecurity Channel Sales Director

Planet Green Holdings; Seattle (WA); Remote; USD 180,000 - 280,000; Full time

Benefits offered by this job

Equity

Full benefits

Remote work flexibility

Job summary

Planet Green Holdings is seeking a Senior Director of Channel Sales to build and scale a global partner program. This leadership role reports to executive leadership and focuses on driving indirect revenue with resellers, MSSPs, GSIs, and technology alliances.

The ideal candidate has 10+ years in cybersecurity channel sales, a proven track record of 30%+ revenue from channel programs, and strong executive presence for negotiating complex partner deals. Willingness to travel 40–50% is required.

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 building and scaling channel programs contributing 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).
• 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.
• 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 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.

Education

Bachelor's degree

MBA

Job description

Planet Green Holdings is seeking a Senior Director of Channel Sales to build and scale a global partner program. This leadership role reports to executive leadership and focuses on driving indirect revenue with resellers, MSSPs, GSIs, and technology alliances.

The ideal candidate has 10+ years in cybersecurity channel sales, a proven track record of 30%+ revenue from channel programs, and strong executive presence for negotiating complex partner deals. Willingness to travel 40–50% is required.